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The Silent Pause Close
Although we work in many diffeent sales industries that may rely on a third party for a decision, learn to use silence to your advantage. Don’t talk yourself out of the sale. If the client is thinking, let him, you may say something to make him change his mind. Keep eye contact and keep silent and the client will fill the silence gap with his answer.
What do you think? 
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Snowboy I've come to believe; all my past frustrations were actually laying the foundation for understandings that have created the new level of living I now enjoy. |
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I use this one frequently.
It's powerful. Chuck |
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I can't say I would use it very much. However I can see how it can be effective. I would have thought though that in a sales environment - it is far better off to have a mutual consent by the customer that they are purchasing. To me this silent pause seems like a bully into the sale as the customer wouldn't know what to say or do. Some people don't like saying no.
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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 |
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Have you had good success with it? |
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Cheers |
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