Let's talk about silence!

As they say 'Silence is golden', especially in a sales situation. Here it can be the difference between closing or losing the sale.

It's funny how a lot of us just don't like silence. We ask a client or prospect a question, & if they don't respond immediately we feel this massive urge to jump in & help them out!

I think one of the biggest mistakes we can make when promoting our offering is talking too much. Silence gives your prospect a chance to process the information so don't be afraid of it.

Let it happen!

Most people will only wait 3 or 4 seconds before jumping in to either answer the question, rephrase it, or move on.

Two of the DISC personality profile types take much longer than that to process the information & formulate their response, so jumping in is likely to irritate them & could potentially lose you a client or a sale.

Red dominant & yellow influencer profiles process information quickly, whereas your green steady & blue conscientious profiles take longer to process information. It's important you know which you are talking to, whether that is in a sales, customer service or management situation. (I can help with that! Give me a shout 😀)

How do you feel about silence? Love it or hate it?