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During this last monologue the salesperson learned the exact information that she needed to close the sale without resorting to discounting. If she had spoken during those moments of silence, she still may have closed the sale but not as effectively.
The next time you meet with a client or customer—either face-to-face or over the telephone—bite your tongue. Resist the temptation to talk immediately after they have spoken. Instead, pause for a few moments. Because most people are uncomfortable with silence they will automatically continue talking. This is a very effective recruiting technique and it can be used in the sales process as well.
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