You have made the calls, set up appointments, met with the prospect, asked questions that correctly identified their needs, assessed the situation, offered solutions and made recommendations - so far so good...
Then it arrives. Deafening and mind-numbing - The Beautiful Noise.
The uncomfortable moment when there is nothing left to say and the conversation ends. Seconds tick by and it feels like hours. You can not stand it any longer, you open your mouth and begin to talk for no other reason than you feel that you must to put an end to the silence.
The inexperienced will often begin to sell again. This is akin to speaking louder to one who is visually impaired.
Relax and enjoy the peaceful moment. When you do decide to break the silence, attempt to close the sale. Your prospect will either say yes or no. Yes is easy, no will re-open the conversation and give you the opportunity to find out what more is required to make the sale.
Either way, it is a Beautiful Noise, so take advantage of it.
Good selling,
Richard
Thursday, May 14, 2009
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