Christian Polk shares a phone sales technique: start a question, pause naturally, then finish it. This pacing gets more genuine responses than rushing through or sitting in silence. The key is sounding like a real conversation, not a script.
It's not like, hey, they say something and then there's a five second pause and you say something. It's well, when you say, when you say like location, freedom and like, what do you mean by that? I didn't take a while to start the question, but the question took a while. There's a difference with that. So it's not like a long pause. The question takes a while also, especially when you are on the phone. Sometimes people need to catch up to what you're saying. So you can start a question, pause for a little bit and then finish it. You'll get better responses that way. Now don't make it weird. Like don't do it every single question. Like, don't take it to its extreme. But like, adding some of those things in will just get people to be more open because it's just going to come across more natural. What you got to think about is how do you actually talk to people who, you know, do you always know exactly what you're saying? When you start a sentence, do you know how that sentence is going to end? No, nobody fucking does. So it's like, naturally there's going to be times when you're talking and you actually think about what's going to come next. Same thing with your sales, bro. And if it doesn't and everything is like super slick now, you're in a process.
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