Using Tie Down Questions
The key to the effective use of tie down questions is practice. First, choose a few comfortable tie-down questions from the list provided below. Then make a point of frequently using them with downswings in your daily conversations. Be sure to pay attention to the responses of others to see if you are able to obtain agreement with your statements and keep them engaged. Try using them multiple times in your listing presentations to obtain agreement on the listing price or other important terms. It is also important to vary the tie-down questions used to avoid repetition of the same question, which becomes both annoying and distracting.
Examples of Tie Down Questions
Choosing Tie Down Questions
When using the graphic above, remember that you can alternate some of the words used in each tie down question to accommodate specific situations. For example, the question “Wouldn’t you?” might me modified to “Wouldn’t we?”, “Wouldn’t they” or “Wouldn’t it”.
Also see our Tie Downs in the BMP Scripts Forum