Shut-up!

P. A. U. S. E...

Most people understand the power of pausing at the right moment during conversations.

But when is the right time..?

There's a big difference between: -

- an awkward silence

- an intentional pause

An awkward silence can happen to anyone - we become stuck, lost for words and might freeze.

We get caught off guard. Our emotions get the better of us.

It can happen, particularly to inexperienced salespeople.

Then there is the Intentional Pause.

Salesperson goes intentionally silent.

The key factor here is one of Control.

Control comes through practice, skill & experience.

Becoming aware of WHEN to pause can become one of your greatest assets.

Here are some suggestions...

1.) After asking a pertinent question...

2.) When receiving pushback or an objection...

3.) When being asked a question...

1.) Salespeople have a tendency of asking a question, then following up with another, then sometimes even answering it themselves. STOP! And Pause...

2 / 3.) Demonstrates confidence, composure & presence when questions/objections are raised...allowing for thinking time before responding.

Try to leverage more intentional silence on your calls.

It will seriously elevate you in the eyes of your prospect, whilst giving you more composure.

And you will automatically feel much more in control.