The Power of Silence
Think before you speak when selling
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That's what you want them to do. When they answer, you'll learn a whole lot about what's going on in their organization, what the big challenges are, what's the decision-maker's perspective on the issues and solutions and so much more.
But, they need more than three seconds to ponder the question, to play around with it and to sort through their options. When you cut them off at only two to three seconds, you lose in more ways than you can imagine. Your customer thinks that you're self-serving and only interested in achieving your own objectives. Therefore, you don't establish a positive relationship with the person, so they really don't want to meet with you again. And all this happens because you don't know how to count beyond three.
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