Why Silence Is For Thinking, Not Pressure

“Make the buyer uncomfortable until they speak first.”

L.O.L.

Silence isn’t a weapon, you goofball.

I use silence in a way that might make the gooroos lose their shirts…

THINKING.

Sometimes I literally tell the buyer

“Give me a sec. I don’t have a script in front of me. I’m just thinking through what you said.”

Which oddly enough,gives THEM the freedom to think, too.

It signals I’m not trying to play stupid "gotcha-games"

The intent is simple: slow down, pay attention,and make sure I’m actually answering their questions,not defending my pride.

And when I do that, it usually gets reciprocated (imagine that).

SIlence SHOULD be leveraged, just not to create pressure.

Leverage it to create SPACE.

Space to think, contemplate and ultimately, DECIDE(which is what we want as sales guys, no?)

Because when we're elling from the place of knowing our stuff,telling the truth and letting buyers buy the way they want,

we don’t need silence to “control the frame.”

We already