Ryan Dohrn shows how to use silence in sales calls. After asking a question, pause for up to four seconds instead of filling the gap. This forces prospects to elaborate on objections like "no budget," revealing what they actually need.
Hey friends, Ryan Dohrn here, your sales and marketing coach, and here's your sales tip of the week. How to use awkward silence to your advantage. Never will you have to pause more than 4 seconds, but doesn't that seem like an eternity? All too often, friends, I hear salespeople and marketers, they try to feed information to people every day. And when you ask a question, don't give your prospect the answer to the question. Use awkward silence or pregnant pauses to your advantage. For example, for my clients out there in the advertising business, when one of your advertisers says to you, hey, I don't have any budget, my response: interesting, tell me more. Let them drive the conversation. When someone says to me, I have no budget, interesting, I don't hear that very often from businesses of your caliber. Pause. If you're gonna go more than 4 seconds, you might need to say something, but let that silence help you Help the advertiser or your client drive the conversation forward. It takes a little practice, 'cause if you're like me, when I go silent, my ears ring. Just remember, friends, use awkward silence to your advantage. Ask, listen, and then reply, and then repeat that scenario for success. I'm Ryan Dohrn. If I can be of help, reach out to me. Visit my website over at ryandohrn.com. We'll see you next time.
