http://www.justsell.com/gap-of-silence/ the web's resource for sales leaders™ Tue, 07 Feb 2012 14:11:11 +0000 hourly 1 http://wordpress.org/?v=3.0 http://www.justsell.com/gap-of-silence/comment-page-1/#comment-9656 Dan Ski Wed, 13 Apr 2011 18:30:18 +0000 http://www.justsell.com/gap-of-silence/#comment-9656 This is good and very true. There is an old saying in sales, "the one that talks next buys". So with the gap of silence let the buyer talk then you know he is engaged and wants to buy. If the salesman talks after the gap he is trying to buy the business. As an example, if a car salesman asks the closing question, "Should we write up the order?" if the buyer talks next the salesman is winning because it will indicate the buyer wants it or what his objection is that may be overcome (i.e. color, options, price, etc.). If the salesman talks after the gap of silence he is losing and just trying to buy the business. If the salesman says something stupid like, "what if I knock a $1000 off of the price?" then the salesman is buying. Maybe price was not a problem for the buyer, because his main concern was he wanted chrome wheels? This is good and very true.
There is an old saying in sales, “the one that talks next buys”. So with the gap of silence let the buyer talk then you know he is engaged and wants to buy. If the salesman talks after the gap he is trying to buy the business. As an example, if a car salesman asks the closing question, “Should we write up the order?” if the buyer talks next the salesman is winning because it will indicate the buyer wants it or what his objection is that may be overcome (i.e. color, options, price, etc.). If the salesman talks after the gap of silence he is losing and just trying to buy the business. If the salesman says something stupid like, “what if I knock a $1000 off of the price?” then the salesman is buying. Maybe price was not a problem for the buyer, because his main concern was he wanted chrome wheels?

]]> http://www.justsell.com/gap-of-silence/comment-page-1/#comment-7400 Kathy Payne Tue, 21 Dec 2010 16:11:03 +0000 http://www.justsell.com/gap-of-silence/#comment-7400 I think this is excellent advice, especially for the lesser tenured sales representatives. I think this is excellent advice, especially for the lesser tenured sales representatives.

]]> http://www.justsell.com/gap-of-silence/comment-page-1/#comment-3302 Martin Lawrence Thu, 18 Mar 2010 09:21:10 +0000 http://www.justsell.com/gap-of-silence/#comment-3302 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. 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.

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