Have you ever asked a prospect a really good question, then become so uncomfortable with the silence that you started talking again?
Perhaps you rephrased the question, offered a couple of possible answers, or started explaining why you asked it in the first place.
Meanwhile, your prospect may have been doing exactly what you hoped they’d do.
THINKING!
One of the things I’ve noticed about salespeople is that we’re often much more comfortable talking than waiting. We know how to keep a conversation moving, and when someone stops talking, our instinct is frequently to jump in and keep things going.
Except sometimes the most valuable part of a sales conversation happens when nobody is speaking.
Think about the questions you ask that require someone to consider something they haven’t thought about before. Perhaps you’re asking them to evaluate the impact of a problem, reconsider a priority, or think about what might happen if nothing changes.
Those questions deserve more than an immediate answer.
And if you’ve asked something that genuinely makes your prospect think, why would you interrupt them?
I know silence can feel uncomfortable, particularly when you’re wondering whether you’ve asked the wrong question or the prospect is struggling to answer.
But their silence might be telling you that you’ve asked exactly the RIGHT question.
Your Level UP Listening LYNNSIGHT: Ask a question that requires your prospect to think. Then give them time to answer, even when the silence makes YOU uncomfortable (ESPECIALLY then).
You might be surprised by what you learn when you stop filling the silence.