Many times in your career, you’ll need to convince others to agree with you.
Enter the tie-down.
Often described as sales techniques, tie-downs are much more than that. They can be used in many different situations and, when used properly, are extremely powerful.
Tie-downs are pretty much questions, often asked in succession, that are used to establish a foundation of sorts. They help walk people through noise and emotion to see things clearly.
Here’s an example of a PMP using a series of tie-downs to convince a potential customer that Integrated Pest Management is the best way to go.
Customer: “I used to have ABC Pest, but they must water down their chemical too much. I still saw a lot of bugs. I’m looking for a company that sprays really good.”
**No self respecting pest management professional would promise applying lots of product at higher concentrations. Here is a way you can handle the situation without chastising the potential customer.**
PCO: “Mrs. Jones, is it safe to say the biggest reason you’re switching pest control companies is that you’re seeing more bugs than you’d like?”
PCO: “Is it also fair to say that you’d like these bugs gone with minimal risk to your family’s health?”
PCO: “If I can control these pest to an acceptable level AND minimize the risk to your family’s health, would you be willing to try something called Integrated Pest Management? It’s highly effective and uses much less product. ”
Customer: “Well… umm… but the other company…”
PCO: “Mrs. Jones, you said you’d like these bugs gone with minimal risk to your family’s health. You haven’t had success in the past, but I can assure you I’ll deliver. Isn’t that what you really want? Good results with your family’s health in mind?”
The PMP first established that results and health were important aspects, then proposed a solution that would ensure both aspects were met.
Who could say no to that?