7 Reasons Awkward Silences ... Are Actually Powerful Sales Tactics

September 18, 2017

Responding to objections is a perilous exercise because a badly processed objection can defeat a negotiation that’s well advanced. This article from HubSpot will help you learn how to ask for a budget in the right way thanks to some tips, advices and approach.

The conversation is flowing smoothly, and then -- it stops. You don't say anything. Your companion doesn't say anything. You clear your throat. They scratch their knee. Your smile is getting strained. They look at the clock.


You're smack dab in the middle of a very ... awkward ... silence.


This is bad news during a first date or a job interview. But in sales, awkward silences are actually good -- that is, if you know how to use them to your advantage. The golden rule of using silence as a sales weapon? Embrace it.


Consider that it only takes four seconds for people to become uncomfortable with silence. So next time you're tempted to break the silence, remember it probably hasn't been very long, and keep mum.


Still not convinced that zipping your lips is the way to go when a conversational lull hits? Consider the following positive outcomes of awkward silences, and the negative ramifications of breaking them.


How to Use the Awkward Silence in Sales


1) Silence allows time for prospects to comprehend your offer.

The first few moments after you suggest a final proposal to your client are tense. Are you going to close the deal? Or will your prospect object to the contract, the price, or another component?


If your closing statement is met with silence, you could take this as a sign that the prospect is displeased with your offer. But there's another equally likely explanation -- they're thinking about it. If you disrupt the silence, you could interrupt their thinking process -- and they might have been three seconds away from saying, "Let's do it."


Keep in mind that people with certain behavioral types are more inclined to think carefully and speak slowly.


To read more: https://blog.hubspot.com/sales/reasons-awkward-silences-powerful-sales-tactics


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