How Important is Silence at the End of a Negotiation?

During a recent training session on Decision Triggers, one key takeaway was the importance of being comfortable with silence.

The training focused on understanding how people make decisions and uncovering their buying motivations.

We've all heard the saying: when you reach the end of a negotiation, ask for a commitment, then remain silent—the first to speak often loses their position.

However, earning the right to be silent at the end of a negotiation depends entirely on how well you've executed the sales process.

Do it right, and the client will usually make the buying decision.

Do it poorly, and the client might just ask you to leave.

Framing the meeting properly and following a clear process is crucial.

One of the most challenging yet powerful techniques is being comfortable with silence when asking for a decision. Thirty seconds of silence can feel like an eternity.

It's not easy.

Many of us were told as children to "speak up!"—a habit that can hinder negotiations.

But if you follow a structured questioning process, the client will often close the deal themselves, even after a long pause—provided you don't interrupt their thinking.

If you'd like to learn more about how to use silence in negotiations, I'm running a training on Decision Triggers. DM “Decision” and I'll send you the details.