Radiant Pro Selling: Engaging Your Customer

September 05 2012

engage your customer with the right questions to sell radiant heating

You want to improve your sales, don’t you?

Well it’s all about keeping your customers engaged. All it takes is a few additional words placed at the end of your statement.

When giving a sales presentation, it is important to keep your customer interested. By keeping them interested you just need to add short questions at the end of your sentence. For example - if you knew that WarmlyYours Snow Melting Cable systems would eliminate the chore of shoveling snow, you’d install one, wouldn’t you?

That simple and quick question in the example above is just a small step to tie down your sale. Tie-downs are short questions added to statements throughout your presentation to get your customer to agree with you before you close the sale. It’s not a bad idea to have your customer become accustomed to saying yes while also keeping them engaged during your presentation.

Overall, your goal is to get your customer to agree with you in small steps along the way, which will give you what you need, the customer-buy-in, in order to make a sale.

It is important to keep your customer actively engaged in your presentation or they will tune you out, meaning that it is unlikely that you will make the sale. It’s not all about the big close either. If you don’t have your customer actively participating with you throughout the presentation, the big close will have little to no effect because they have already tuned you out. And you don’t want your customer tuning you out, do you?

Throughout your sales process, try adding tie-downs such as these listed below:

Aren’t they?
Can’t you?
Isn’t it?
Is that right?
Shouldn’t it?
Won’t they?
Wouldn’t you?
Doesn’t it?
Wouldn’t you agree?

With these tie-downs, make sure that you use an appropriate, persuasive tone of voice so you don’t come off as aggressive or offensive. The tie-downs should be a natural part of your conversation before you can effectively use them in your sales presentations. Use of tie-downs keeps you in control during the presentation while confirming that your customers understand what you are saying.

Do you need another example of utilizing a tie-down?

Here’s one - WarmlyYours Radiant Floor Heating Systems bring comfort and warmth to your home. No one likes stepping onto icy cold floors during the wintertime, wouldn’t you agree?

Tie-downs are just a few little words that could improve your sales while also giving you control and confirmation during your presentation. Are you following me? Now, it’s time to use those tie-downs and close more sales. Good selling!