The sound of silence

Nov. 16, 2011
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 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.

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