0:48
After asking a prospect a direct question, stay silent. Let them fill the gap instead of talking over them. A softer, concerned tone shows you care about what happens if they don't move forward.
After asking a prospect a direct question, stay silent. Let them fill the gap instead of talking over them. A softer, concerned tone shows you care about what happens if they don't move forward.
Silence is very powerful. What role does silence play in a sales call? It depends on the context. I'll give an example. Let's say that you have a prospect that keeps procrastinating, keeps pushing things off. You get him back on the phone or you're in person or whatever, and you might simply lean in and say, can I ask you something, John? This is, you know, off, off the record. I'm, you know I'm going to say anything. Of course I know we've been talking. What's really holding you back from moving forward? And you just go silent right there and you just wait for them to say anything. That's just one example where I might use, obviously, silence. I asked that question and did you hear how my tone softened? That soft concern tone? A concerned tone in that context shows empathy that you care about the consequences of what's going to happen to them if they don't get these problems or emotional needs solved.
