The sound of silence

Try to avoid temptations to answer objections that were never voiced.


One sign of growth as a salesperson is knowing that silence can be your friend. The most common “deafening silence” you may face as a mobile dealer is an awkward silence just after you give a customer your price — especially on a big ticket item. It can be easy to take a slow response as a...


Welcome! This content is housed in a special section of our website designed for mobile tool distributors selling tools and equipment into the automotive aftermarket.


Articles written for mobile distributors are now only accessible with a unique login, to ensure this information stays exclusive to the mobile distributor community and isn't available to the public.


By registering to access this special section, you get full access to all of the content in VehicleServicePros.com magazine, along with exclusive online content that gives you an inside scoop on hot new products, exclusive stories, sales tips, technical information and more!


You will also need to be a qualified subscriber of VehicleServicePros.com to gain access. Subscribe to VehicleServicePros.com now or have your subscription ID ready.


It only takes a few minutes to register and verify your credentials. Register only once and simply use your login information when you return.


Login now to access exclusive content and learn more about how to make your mobile tool distribution business more efficient and profitable!



Required
Required
Required
Required
Required
Required
Required
Required
Required

One sign of growth as a salesperson is knowing that silence can be your friend.

The most common “deafening silence” you may face as a mobile dealer is an awkward silence just after you give a customer your price — especially on a big ticket item. It can be easy to take a slow response as a price objection. But a slow response might not mean anything more than your customer is thinking about buying from you.

Try to avoid the temptation to answer objections that were never voiced. If the customer doesn’t say anything, you don’t need to say anything either.

Some customers will knowingly use silence as a weapon against you. They realize people are uncomfortable with long pauses and use it as a bargaining tactic.

I’ve read negotiating books where the author suggests waiting a full minute after a salesman gives you a price. The goal is to get the salesperson to cave under the pressure of silence. Don’t let it happen to you.

Have a sales strategy or helpful hint you'd like to share? Send your "30-second sales seminar" to salestips@pten.com, and see your suggestion featured here!

We Recommend