When you and your team are talking with your prospects and customers, be sure to drop a small gap of silence in between what they say… and your response – just an extra second or two.
Do it when you’re asking your questions about their challenges and needs and during general conversation. Not only will it improve your rapport, but in many cases, you’ll also enjoy the extra information you learn when the other person continues to talk.
This is thoughtful listening and one of the surest ways to make a better connection with your prospects and customers.
Practice it with your team in your daily discussions. Practice it with your friends and family in your personal discussions.
In your sales efforts, make it your habit.
You’ll be amazed at what you learn.
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“The right word may be effective, but no word was ever as effective as a rightly timed pause.”
Mark Twain (1835 – 1910)
American writer
Now go sell something.~>
Martin Lawrence says:
That’s excellent advice – A gap of silence allows for absorbing information, illustrates to your client that you are listening and not just “jumping in” and also allows for further probing to listen for opportunities in up-selling and cross-selling, ultimately offering the best customer experience and delivering what your client really needs.
18 March 2010