Interview Question

Sales Representative Interview

What is a tie-down

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Whenever you ask a question and then follow it with another question, usually a contraction, then you have used a "Tie Down" close. The tie down encourages the prospect to answer the question--getting one more "yes" toward a sale. Also, if they disagree and give you a negative response then you've isolated a "red" light so you can handle the problem before moving on. Examples of tie down words include couldn't, wouldn't, Isn't, etc. Example:

This programs really is easy to use, isn't it?

Wouldn't this Mitsubishi monitor be great to have? It would, wouldn't it?

Can't you see how the Iomega Zip Drive could help you with the Rockwell account? It could, couldn't it?

SCBradford on Aug 28, 2012

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