A $900 Lesson in Sales [The Silent Strategy]

Today, I want to share a personal story with you.

Last October, I was on a call with a client.

And we discussed his needs and my solution for over an hour.

In the end, he asked me for my rates.

Based on what he needed, I quoted him around 2400 dollars.

He was like, “Woah man, this is way too much, this is way out of my budget.

And I kept quiet. I did not say a single word.

It was awkward. But I kept my mouth shut.

Because whoever speaks first, loses.

And he spoke first.

After cutting down on a few things, I was able to land him for 1500 dollars.

What’s the lesson here?

Know when to speak and when to keep your mouth shut.

This will a lot of problems for you.

Silence is a powerful tool in sales.

Don’t view this as a lack of words. Instead, it’s a strategic tool.

If you learn to use it correctly, you will:

• Maintain composure and control over the negotiation.
• Learn more about the true thoughts or concerns of the client.
• Be able to give time to think and absorb the information

How to use silence correctly and effectively?

After Making an Offer:

Just like in my story, after you present your price or proposal, allow a moment of silence.

This lets the potential client consider the offer and often leads them to reveal objections or concerns that you can address.

When Faced with Objections:

Instead of rushing to counter objections, pause briefly.

This shows you are considering their point seriously and not just dismissing it, which can build respect and rapport.

During Negotiations:

Use silence to create a sense of contemplation.

It signals that you are thinking deeply about what is being discussed, which can encourage the other party to consider your position more carefully.

After Asking a Question:

Let the silence sit after asking a critical question.

This encourages the client to give a more thoughtful and detailed response.

Learn and implement the following framework:

• Improve your sales techniques to not only
• Close deals more effectively n
• Building stronger and more respectful relationships

Framework: Strategic Silence in Sales

Prepare

Knowing when you might employ silence is the key.

You do not want to be silent if a client is asking you a question.

There are times when you should speak.

And there are times when speaking goes against you.

There is no shortcut to this.

You will learn this on client calls.

Practice

Silence can feel uncomfortable.

Practice with colleagues or in less critical sales situations to get used to it.

I have a focus group of 5 friends. Where I experiment with all these things.

Observe

During conversations, pay attention to how clients respond to silence.

This can provide valuable insights into their decision-making process.

Adjust

Use silence flexibly.

If it seems to make the client uncomfortable to a counterproductive extent, reengage politely.

Remember, Balance is the key here. Don’t lose that.

Want to learn how to close more clients through social media?

Every Wednesday, I teach frameworks in:

• Sales strategies
• Networking and community building

Read the full issue here.