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Most people don't realize the power of silence when negotiating a deal. I recently observed someone discussing a deal with a prospective customer.
The customer described his situation and, after a few moments, he paused. It was an ideal time for the salesperson to make a comment or talk about her product and service. However, she remained silent, sensing that the customer had more to say. Her intuition proved correct—a few seconds later he continued talking about his needs, and when he had finished discussing his point he kept quiet again. The salesperson refrained from speaking and her customer began talking again.
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- Kelley Robertson
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