The first to speak loses!

When it comes to closing Silence is Golden.

Picture this – you have asked for the sale – you’ve taken a deep breath – gone in for the close and the question hangs in the air … the customer says nothing! ……………
Seconds feel like ages!

As the clock tic tic tic’s the awkward silence yawns………………………………
You are feeling intense discomfort! … You feel like breaking the silence – its so damn uncomfortable!

The question is, um.. is it ok to break that silence?? ………………………………………
The Answer is………..

NO !!!!! Here’s the thing – the first to speak loses!!
There is an interesting power play that happens when you ask that all important question and you figuratively hit the ball over into their court. Until they hit it back to you (in way of an answer) there is a power packed tension that is a fantastic tool!If you ask for the sale then jibber on through the silence you let all that lovely tension and excitement dissipate in a stinky pool of verbal diarrhea.

So my darlings hear this – If you’ve asked the question and you speak first.. more often then not you will lose the sale.

So ask, then SILENCE – don’t even clear your throat. It will add power, confidence and weight to your offering. This can nudge your customer into your court if they are teetering on the edge of saying YES.

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