A short excerpt from a sales-coaching YouTube video by Chris Collins advising salespeople to embrace silence when handling customer objections. Collins argues that over-talking often causes customers to distrust or become confused, and that allowing silence helps the customer process and respond.
Like, it's so funny how you can tell how insecure people are by the way that they have to fill silence. There is nothing wrong with silence. Silence is our friend. So I do feel like most of the time, the reason why they're in a situation where they feel like they're overcoming objections is because they've talked so much and said so much, the customer doesn't believe them and just wants to get out of there. Yeah. Or they're just confused. It's their car. They need brakes.
Right. Does that make sense? Yeah.
