Sell With Silence

By Alex Goldfayn

Sales is an interaction of asking questions and allowing customers to answer them.

Unfortunately, all too often, we salespeople don’t wait long enough to let the customer answer.

Instead, get in their way. Don’t let your nervous chatter get in the way of a sale.

If silence can make us rich, then getting in customers’ way can cost us a fortune.

Ask: “When can I expect the purchase order?”

And do not speak again until the customer answers your question.

They are not quiet because they are uncomfortable, they are quiet because they are thinking about the answer.

It they don’t have a good answer, help them: “Would getting it here Friday work for you?”

Again, after this, be silent. Count to 100 in your head if you have to, but don’t speak.

Ask, “Who do you know like yourself who would benefit from working with us the way that you do?”

One-one-thousand, two-one-thousand, etc.

If you talk before they do, that’s your discomfort, not the customer’s.

Silence is a sign of confident and successful selling.

Be smart. Be silent. Watch your sales results shoot up significantly.

FAQ: How Long Do Your Projects Last?

I work with my clients’ customer-facing teams to increase their sales by 15 to 30% annually. My typical project runs six to twelve months, at your option (you will be able to choose on my proposal). Both options include approximately 90 days of preparation work that lead to the development of your growth plan. This becomes your playbook for revenue growth, and it’s what we teach your people — live, in person, or remotely, once again your choice. The remaining time — either three months or nine months — is spent helping your sales team implement this work. I always say that there’s plenty of sales training out there, but when you work with me, you get a sales doing project. Why? Because training, on its own, doesn’t grow business. It merely teaches some things that your people probably already know anyway. (Everybody knows that the phone is a more effective tool than email, and yet most of us email far too much.) Training doesn’t grow business, systematically implementing proactive communications does.

If you would like to discuss what this looks like further, please call me directly at 847-459-6322, or simply reply to this email. Thank you.