The Silent Pause Close

Quote:

Originally Posted by Sales Pro 1000

Coffee. Excellent insight.

My personal feeling is that at some point either the prospect or myself will have to make a decision to move forward or stop.

If I'm fully convinced that what I'm selling will benefit my customer then I need not be bashful about asking for the order.

I'm going to borrow a phrase that I picked up from Jacques Werth's book on High Probability Selling to illustrate. He suggests asking the question at the end of the offer, "is that something you want?" Incidentally, Jacques posts frequently in this forum.

There's where the silence comes in. It's then up to the prospect to cross that bridge, so it's safe to say there is no bullying involved.

Chuck

Good for you to bring that one out Chuck,
Thanks

I AGREE WITH YOU KEITH. BY STAYING SILENT YOU COME ACCROSS WITH A NEUTRAL STAND ON THINGS THAT MIGHT MEAN TO YOU A SALE OR IT MAY BE DETRIMENTAL TO YOUR INCOME IF YOU FIND THAT YOU SPEAK CRAP ALL OF THE TIME.

BY MAINTAINING THIS SILENCE YOU ARE LETTING THE CUSTOMER KNOW THAT YOU ARE EXPECTING A COMMENT FROM THEM BUT ALSO SHOWING ENOUGH CONCERN TO LET THEM THINK ABOUT THEIR DECISION. BY PUSHING AND PUSHING FOR THEM TO MAKE THEIR DECISION THEY SOMETIMES WALK BACWARDS RATHER THEN MOVE FORWARDS.

GOOD THREAD.

Good point Keith - Keep them coming

Quote:

Originally Posted by Carten

I AGREE WITH YOU KEITH. BY STAYING SILENT YOU COME ACCROSS WITH A NEUTRAL STAND ON THINGS THAT MIGHT MEAN TO YOU A SALE OR IT MAY BE DETRIMENTAL TO YOUR INCOME IF YOU FIND THAT YOU SPEAK CRAP ALL OF THE TIME.

BY MAINTAINING THIS SILENCE YOU ARE LETTING THE CUSTOMER KNOW THAT YOU ARE EXPECTING A COMMENT FROM THEM BUT ALSO SHOWING ENOUGH CONCERN TO LET THEM THINK ABOUT THEIR DECISION. BY PUSHING AND PUSHING FOR THEM TO MAKE THEIR DECISION THEY SOMETIMES WALK BACWARDS RATHER THEN MOVE FORWARDS.

GOOD THREAD.

Great insight there Carten - Thank you very much for your input.

Quote:

Originally Posted by Jabber

Good point Keith - Keep them coming

Thanks emma

I agree wholeheartedly. Many of the salespeople I work with are so obsessed with talking that they forget the power of silence.

Quote:

Originally Posted by Skip Anderson

I agree wholeheartedly. Many of the salespeople I work with are so obsessed with talking that they forget the power of silence.

That is funny cuase it's true. Well said Skip

The Silent Pause Close

Closing the Sale Forum