Does silence make you nervous? What if saying nothing sometimes, is the best thing?

Asking questions to uncover the primary problems, and the path to the solution, is essential as a smart salesperson. Sometimes, after some more simple questions, the prospect may have nothing to say at all – This may be a moment of thought. Many salespeople, people in general, cringe when there is silence and want to fill it right away. They assume that quiet means death of a sale, and that something wasn’t said right on their end, or a point wasn’t made that should’ve been made,

Recall a time when speaking too soon hurt a sale?

We love to hear the right things, and assume the best, without digging in the career of sales. There is fear, no, that if another question is asked it won’t be followed by the answer we want? If a salesperson hears “This is very interesting, I just want to think it over, then get back in touch” from a prospect, they might celebrate after the call. “Interesting, he said”! But, what this salesperson did was assume that “very interesting” meant, well, genuine intrigue and desire. In reality, the salesperson never

Ever thrown an answer into the fog of a prospect’s first question, only to lose the battle?

Initial questions, are surface questions. And an initial answer could in the end spell certain doom to a sale. A prospect may not understand exactly what they want, or need. And you may not completely grasp the value of you have to offer to end their pain, or create long-term solutions to their problems. If you present what you consider to be the solution, before you know the best answer, they may instantly shut you down. Then you are pinned in a corner,

Wonder what’s going on when a prospect tells you they want to think about it for a bit?

One thing you never want to hear in sales is “Let me think about it.” When a prospects says that, chances are they are hoping that the passing of time will make it easier to say “no thanks” at the end. After all, with a week or two passing, priorities and budgets change, or suddenly the prospect will be unavailable or too busy and tell you to try back in three to six months. They let you down without making themselves