Tie-downs
A short question that checks agreement as you go.
What it is
A tie-down is a short question added to the end of a statement to get a "yes": "wouldn't it?", "isn't it?", "doesn't it?". Used well, it checks the buyer is still with you.
How to use it
- Use them after a benefit the buyer has already told you matters.
- Swap closed tie-downs for open checks when you want real feedback: "How does that sound?"
- Listen to the answer. A hesitant "yes" is information.
What it sounds like
You: Having a month of posts ready before it starts would take that pressure off, wouldn't it?
Prospect: It would, yes.
Where it goes wrong
Stack too many and it feels like a trick. Two or three in a conversation is plenty.