Hello Reader, Something I’ve spoken about frequently in my newsletter is that talking too much in sales is not a good idea. Because if you're doing all the talking:
But you’re not creating space for the prospect to speak. And that is where the selling happens. One of the most powerful tools in sales is the ‘pause.’ When you say what you have to, and pause rather than rambling on, your prospect now feels the urge to break the silence, and they can do this by either replying with a question, or a statement, where they agree with you, or admit to something they may be wanting to do better or improve on. Let’s have a look at why this is the case: Silence is uncomfortable We hate silence because it feels like a void we need to fill. But for sales, this makes it a little bit of a hidden power. Because the real power in a sales conversation is often found in what you don’t say. What pausing really does is, it gives your buyer time to think. And as I mentioned earlier, because silence is uncomfortable, it creates the urge on your prospect’s side for them to speak. But most importantly… It gives your prospect time to respond in a way that tells you exactly where they are. And once you meet your prospect where they are, selling becomes a lot easier! As a matter of fact, some of the best closes I’ve ever had didn’t come after pitching. They were built up through good questions and pauses after those questions.
Here’s how to use the pause Ask good questions (that show you were listening to your prospect) and pause after asking those questions. For example;
The pause gives space for them to speak. It signals confidence. And it helps them sell themselves on the decision.
To reiterate: When you talk too much…
There’s no shame in this, though. We’ve all done it. Stop. Let the silence sit. Let the buyer process. Let them respond.
This week’s challenge for you: On your next three calls or meetings, ask a key question, then pause. It’ll feel unnatural, but that’s where growth happens. Remember, you must be willing to get uncomfortable if you want to grow. So, if you want to close more deals without being pushy, learn to embrace the silence. Keep pausing, and keep closing, James How would you rate this edition? 🤏🏻 So-So |
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