Pick Up The Phone and Sell

CHAPTER 21SILENCE WILL MAKE YOU RICH

This chapter is about an incredibly helpful selling technique that is wildly underused.

It is, in fact, nearly non-existent in the profession.

It causes all kinds of discomfort.

The technique is silence.

Yes, think of silence as a technique you should practice in every conversation you have with a customer or prospect.

Ask one of the questions in the last chapter, and then do not speak until the customer answers.

Count silently in your mind if you have to.

Sing a song if you'd like. (Not out loud.)

Do what you have to do to not talk before the customer does.

Do not nervous-chatter your way out of a sale.

“What are you working on these days that I can help you with?”

One thousand one … one thousand two … one thousand three … Keep counting as long as you have to.

If the customer gives you one answer, don't spring into action yet.

Say, “Interesting …” Then, more silence.

You might say, “What else?”

Encourage the customer to share with you what else you can help with.

But no nervous chatter.

Promise me you won't talk your way out of business.

“When can I expect the P.O.?”

Jingle bells, jingle bells, jingle all the way …

If the customer says, “Oh, I don't know,” they're still thinking. Stay out of the way!

Let them figure it out.

Don't interrupt!

IT'S OUR DISCOMFORT, NOT THE CUSTOMER'S

The customer is not quiet because they are uncomfortable, or angry with you.

Rather, they're quiet because they're thinking.

They hadn't thought about your question ...