Why Getting Comfortable With Silence Will Close More Sales
Have you ever tried watching a silent movie?
It’s actually very difficult. Research tells us that our need for noise and our struggle with silence is a learned behavior.
This is one reason why so many sales professionals stumble when silence presents itself.
Nowhere does silence affect the outcome more than right after you make your close.
A Common Occurrence
A good sales conversation involves lots of listening, recommendations and problem solving.
Towards the end of a meeting, the close is your final swing at bat. What happens after your make your close?
More often than not the client goes silent and suddenly tension fills the air.
Most Sales Professionals are uncomfortable with silence, and as a result have a tendency to over talk.
After you make your close SHUT-UP
Resist the urge to speak, and do not try to fill the silence with a recap of what was already said.
Simply get comfortable with the silence and wait for your clients response. A true and tried negotiation tactic states:
The first person who speaks, loses!
If your client speaks first it’s for one of two reasons. They are ready to commit or they have an additional objection.
This is a win-win, as an additional objection gives you another opportunity to close to that objection.
If you break the silence and speak first, this gives your client an out. More often than not they will end the meeting with no final decision.
Silence can be a very powerful sales technique when used appropriately.