Not only should we strive to develop ourselves as leaders, but need to work to develop those around us. Ultimately, a great leader is someone who develops other leaders.The Power of the Pause
When you pause before you speak, it compels your prospect to listen, open up, respond, and engage. Pausing is one of the best kept secrets to influencing buyer behavior.
7 Places In The Sales Process Where You Should Pause
Used wisely and strategically, the pause — and the moment of silence it creates — helps you influence buyer behavior. In sales, what you don’t say can often be more impactful than what you do say.
There are seven key places in the sales process in which you should pause before you speak, allowing silence to do the work for you.
Once your prospect hears their name, they tend to listen china telegram data closely to the next 15-20 words. It’s a habit that has been honed into us from birth. By pausing before you speak, after using the person’s name, you grab their attention and influence them to engage.
After You Ask A Question
After you ask a question, give your prospect space to respond. Discipline yourself to be quiet. They will fill in the space that your pause creates, and give you the information you need to close the sale.
After A Trial Close
With trial closes and confirmation questions such as, “Does that make sense?’ or “Are you following?” pause before you speak to allow the question to sink in and allow your prospect to respond. Let the silence do its magic. Listen closely to the tone of the client’s response. If it is hesitant and unsure, stop and go back by saying, “Jeannie, I hear some hesitancy there.”
After An Objection
When you get an objection remain silent for a few seconds. First, it gives you time to process the objection and develop an appropriate response strategy. Secondly, it suggests that you are giving the objection fair analysis. This positions you as a thoughtful and respectful sales professional.