By delaying his response, he didn’t:
Posted: Sun Jan 26, 2025 10:46 am
Let Them Do The Talking
Different client. Same coaching scenario. As we listened to the recording, the salesperson spoke maybe 30% of the time. He asked a brilliant question to open up the conversation and the prospect spoke for the next 15 minutes.
The key was that the salesperson intentionally waited for a response. He didn’t let the silence bother him.
And magic occurred—the prospect started ukraine telegram data speaking because the salesperson gave them the chance to speak. I asked the sales manager the same question as I did in the “bad version”—is this an opportunity? His reply—absolutely “yes”!
The difference between these scenarios is really simple. The salesperson intentionally delayed responding when the inevitable silence occurred during the conversation.
Over-explain or start pitching.
Talk over the prospect.
Introduce another question without the first questions being answered.
He also locked into the five most important questions in every interaction with another human:
Do I like you?
Do you listen to me?
Do you make me feel important?
Do you get me and my problems?
Do I trust and believe you?
Sometimes Silence Speaks Volumes
By practicing tactical patience, the second salesperson was able to connect to the prospect and activate the prospect’s insatiable human need to feel important.
Different client. Same coaching scenario. As we listened to the recording, the salesperson spoke maybe 30% of the time. He asked a brilliant question to open up the conversation and the prospect spoke for the next 15 minutes.
The key was that the salesperson intentionally waited for a response. He didn’t let the silence bother him.
And magic occurred—the prospect started ukraine telegram data speaking because the salesperson gave them the chance to speak. I asked the sales manager the same question as I did in the “bad version”—is this an opportunity? His reply—absolutely “yes”!
The difference between these scenarios is really simple. The salesperson intentionally delayed responding when the inevitable silence occurred during the conversation.
Over-explain or start pitching.
Talk over the prospect.
Introduce another question without the first questions being answered.
He also locked into the five most important questions in every interaction with another human:
Do I like you?
Do you listen to me?
Do you make me feel important?
Do you get me and my problems?
Do I trust and believe you?
Sometimes Silence Speaks Volumes
By practicing tactical patience, the second salesperson was able to connect to the prospect and activate the prospect’s insatiable human need to feel important.