Today’s sales technique showed up in more phone calls than any other and for good reason.
It’s called the Tag Question and it’s a useful way to guide a customer towards a ‘yes’ by getting micro-commitments along the way.
Tag Questions come naturally to most people because they don’t feel salesy, but are still effective. Just be careful to not overuse them. They can be misinterpreted and lose their impact if used too much.
The Tag Question
♟️ The move: End a sentence with a tiny check-in. "That works for you, right?" "Sound good?" "Makes sense?"
👂 What it sounds like: "We can get you set up on that plan today, that work for you?" "It's the same phone, just the newer chip — makes sense?"
❓ Why it's natural: It doesn't feel like closing. It feels like checking in. The customer answers a tiny yes, and tiny yeses build momentum toward the big one — "yeah, I'll come in."
😀 Who it suits: Someone who is naturally agreeable - warm, a little chatty, and hates feeling pushy. This technique lets your personality close without ever "asking for the sale" in the traditional sense.
📊 The number: Appears in 12,422 of our high-intent calls — by far the most common technique we track. Commit rate: 14.3% vs 8.3% baseline for calls without it. +6.0 points of lift, and it's basically free — it costs a rep three extra words per sentence.
⚠️ The catch: Overused, it sounds like a nervous tic. Once or twice a call, it's rapport. Every sentence, it's noise.