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Casual Articles - Don't Be Afraid Of Silence
The number-one advantage of dimensional mailers is that they get noticed. Amidst the #10 envelopes, postcards and other traditional mail that your prospects receive daily, boxes, cylinders and lumpy oversize envelopes stand out.The numb
"Ask your open question and then say absolutely nothing until they have replied"
No matter how awkward it becomes or how uncomfortable it may seem, leave your customer to reply. If it takes 5 minutes then so be it. They MUST be allowed to reply in their own time without any help from you.
INTRODUCTION"Advertising is a science, not an art"Definition: The word advertising is from the root Latin advert: ad (to) vertere (turn), which means to call attention to. To advertise means: “to describe or praise publicly, u
However, if you think of the conversations that you have with your closest friends or family, you will notice that there isn't the same need to fill these gaps, as silences between you are comfortable. This is generally because you know the other person and the type of character that they are.
Now, if we change this scenario to the sales process you will see that it is a completely different feeling to the one above. Suddenly silence is your worst enemy, the one thing to be avoided during negotiations, the realisation that you are losing the sale.
Well actually, that last statement is completely wrong!
Because a person does not say too much during negotiations does not mean that you are losing the sale. Yes, silence can be awkward to some but to those of you who want to win, silence can be your best friend.
During the negotiations, you will ask your customer a number of open questions and that is absolutely the right thing to do. However once you have asked the question, DO NOT fill the space! Resist the temptation to put words into their mouth.
In other words:
"Ask your open question and then say absolutely nothing until they have replied"
No matter how awkward it becomes or how uncomfortable it may seem, leave your customer to reply. If it takes 5 minutes then so be it. They MUST be allowed to reply in their own time without any help from you.
<What size is your Hummer? Hummers Come in All Sizes; Tiny, small, medium and large and of course the most popular of all; The Oh My God Size. They make matchbox size Hummers, Tonka Toy size and adult size. Are you quite sure you know your humm
Now, if we change this scenario to the sales process you will see that it is a completely different feeling to the one above. Suddenly silence is your worst enemy, the one thing to be avoided during negotiations, the realisation that you are losing the sale.
Well actually, that last statement is completely wrong!
Because a person does not say too much during negotiations does not mean that you are losing the sale. Yes, silence can be awkward to some but to those of you who want to win, silence can be your best friend.
During the negotiations, you will ask your customer a number of open questions and that is absolutely the right thing to do. However once you have asked the question, DO NOT fill the space! Resist the temptation to put words into their mouth.
In other words:
"Ask your open question and then say absolutely nothing until they have replied"
No matter how awkward it becomes or how uncomfortable it may seem, leave your customer to reply. If it takes 5 minutes then so be it. They MUST be allowed to reply in their own time without any help from you.
Does the signage in your company make people do a double take? Do they look back to see what it says? Does it spark curiosity in the viewer? What I am asking is; does your company have a signage double-take strategy to capture the mind and att
Well actually, that last statement is completely wrong!
Because a person does not say too much during negotiations does not mean that you are losing the sale. Yes, silence can be awkward to some but to those of you who want to win, silence can be your best friend.
During the negotiations, you will ask your customer a number of open questions and that is absolutely the right thing to do. However once you have asked the question, DO NOT fill the space! Resist the temptation to put words into their mouth.
In other words:
"Ask your open question and then say absolutely nothing until they have replied"
No matter how awkward it becomes or how uncomfortable it may seem, leave your customer to reply. If it takes 5 minutes then so be it. They MUST be allowed to reply in their own time without any help from you.
You really want a leather office chair. You really would like to impress all of the other employees that you left behind when you moved up through that promotion. In fact, you really want to look like you are important. More importantly, yo
During the negotiations, you will ask your customer a number of open questions and that is absolutely the right thing to do. However once you have asked the question, DO NOT fill the space! Resist the temptation to put words into their mouth.
In other words:
"Ask your open question and then say absolutely nothing until they have replied"
No matter how awkward it becomes or how uncomfortable it may seem, leave your customer to reply. If it takes 5 minutes then so be it. They MUST be allowed to reply in their own time without any help from you.
Out-sourcing your Catalog Management is a big step for any organization. It sounds great in theory, but the execution is not always clear. What exactly can you expect from the service provider? How does it really work? …and most importantl
"Ask your open question and then say absolutely nothing until they have replied"
No matter how awkward it becomes or how uncomfortable it may seem, leave your customer to reply. If it takes 5 minutes then so be it. They MUST be allowed to reply in their own time without any help from you.
The reason I am pushing this point is that customers (and people in general) do not like silence. They particularly do not like long silences and they feel that they have to fill the space up with words. Before you know it they have committed to all sorts of things.
So, don't be afraid of the silence and let your customers talk their way into your sale.
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