Issue 30.

Did you hear that

?

Maybe you were not listening.

Try again.

….

It’s the silence between the questions.

That is the absolute key to selling.

It’s the ability to know when to answer the question.

When to speak.

When to leave the silence.

It's microsecond adjustments.

To get it just right.

Like a stand-up comedian,

They know exactly.

How to read a room.

When to deliver the punchline.

When to hold it back.

When to interact with an audience.

When you're in a sales meeting.

Your job is to listen for silence.

Because in there,

You can find their concerns,

their questions,

their thoughts.

There is so much written.

About how to sell,

how to speak,

how to handle objections,

how to turn No's into Yes.

But what we should be teaching,

Is how to interpret silence.

Next time you're in a meeting,

Focus on the silence.

What you're looking for is hesitation,

which means they have a question.

You can't close a deal if they don't ask their questions.

And they only ask a question if you leave silence for them to ask it.

Sales is like theatre, it's like comedy, it's a performance.

You are the director,

they are the actors,

but you can control the script with your ability to handle silence.

Listen up and sell more.

Here is 20 hours of silence for you to practise.