Silence Creates a Golden Opportunity
By Keith Rosen
Wait Three to Five Seconds Before Responding to a Prospect
Many of us are uncomfortable with silence; we feel the need to fill it with superficial talk. But imagine if you can get comfortable with silence. Look at the opportunity you are going to create.
If you are comfortable encouraging silence, and most of your prospects are not, then what do you think will happen? They're going to talk more. Chances are, if they talk more, they are going to tell you more -- more about what is important to them, how they want to be treated during this process, how they like to be sold and how they make decisions, their fears or concerns.
As natural as the sun rising each day, you are going to learn more about them effortlessly, giving you an edge over the competition -- who, by the way, is also uncomfortable with silence.
Get into the habit of waiting a minimum of three to five seconds before responding to a prospect.
From: The Complete Idiot's Guide to Closing the Sale
© 2007 Keith Rosen, MMC
ASB-014-0045012
Many of us are uncomfortable with silence; we feel the need to fill it with superficial talk. But imagine if you can get comfortable with silence. Look at the opportunity you are going to create.
If you are comfortable encouraging silence, and most of your prospects are not, then what do you think will happen? They're going to talk more. Chances are, if they talk more, they are going to tell you more -- more about what is important to them, how they want to be treated during this process, how they like to be sold and how they make decisions, their fears or concerns.
As natural as the sun rising each day, you are going to learn more about them effortlessly, giving you an edge over the competition -- who, by the way, is also uncomfortable with silence.
Get into the habit of waiting a minimum of three to five seconds before responding to a prospect.
From: The Complete Idiot's Guide to Closing the Sale
© 2007 Keith Rosen, MMC
ASB-014-0045012
Visit Keith Rosen's Website: http://www.profitbuilders.com
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