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Digg it UP - Don't Be Afraid Of Silence
Entrepreneurs, especially small business owners, are usually too busy running their companies to find time to study marketing principles. Sales and service are priorities, so although you wear many hats, the ones for image consultant or market
During the negotiations, you will ask your customer a number of open questions and that is abso
Once upon a time, long, long ago -- in the early 1990s -- the concept of fractional ownership in private aircraft was born, and there was much rejoicing throughout the land. People who never believed they'd be able to afford, or justify, ownin
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 absol
Most business owners don’t realize the importance of using a simple business card to generate tons of customers. It simply does not matter what kind of business you are in, you have to utilize this primitive business technique in order to grow
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 abso
Raking in heaps of business without having to spend the time, money and energy on hunting down sales. Now that sounds like the sort of stuff dreams are made out of. Well, not really. Not if harness this most powerful and influ
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 abso
One of the most watched segments in the woodworking industry is architectural woodworking. For the past few years, it has fast created its own market, usually composed of homes and high-end facilities like hotels.But you may ask, “What
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 abso
Cleaning an office may involve more than emptying the trash, sweeping the floor and vacuuming the carpet. Some offices may have areas covered with "trinkets" such as photos, plaques, sculptures and all kinds of knickknacks. There is no end t
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.
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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