Why You Need to Embrace Silence as a Sales Person
Have you ever experienced a situation like this? There you are sitting across the table from a prospect who you have been working with for several meetings now. All the signs seem to be there that this will be a done deal and all you have to do is ask for the business. However, since you haven’t been to this stage too often you are nervous. The last thing you need is for her to say no at this point and shatter your little heart. Your palms are really sweaty, your stomach is in knots and your nerves are on high. You find yourself quickly saying the words, “So Barbara, now that you have seen everything, and expressed that this will be a great fit, what would you like to do next?”
Silence………it seems like it’s been an hour, but it’s only been 2 seconds. Since you are so nervous, and think that silence means that they are not convinced, you start talking and things goes terribly wrong. You end up talking too much and the next thing you know the prospect is escorting you out of her office. But where did it go wrong? You didn’t know how to remain silent.
In this episode I share some of the things you can do to over come this challenge and how you can learn to be silent.
Here are some of the major takeaways from the discussion:
Activity to practice so that you can improve your ability to embrace that awkward silence:
If you do any of the following practices, send me an email firstname.lastname@example.org and tell me about your experience.
Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth. Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.