Tie-downs are micro-commitments: the small, meaningful buying commitments gained throughout the appointment, so you never arrive at the close completely unsure of where the homeowner stands..
The definition
Tie-downs are micro-commitments: the small, meaningful buying commitments gained throughout the appointment, so you never arrive at the close completely unsure of where the homeowner stands.
One of the biggest mistakes in in-home sales is waiting until the very end to find out what the homeowner thinks — an hour of inspecting, presenting, and explaining, then a shocked “we need to think about it.” Tie-downs build agreement as you go: each one is a real commitment, not an empty yes.
Where it lives: Advanced Selling Psychology; throughout the 7 steps
Knowing what tie-downs means is step one. Running it live, at a kitchen table, against a homeowner who pushes back — that's the training. Spar grades you on the system in every round — $29/month. Spar before you knock.