If you want your prospect to really share, you have to stop talking, let them think, and listen.
Letting silence sit isn’t passive, it’s active listening in disguise!
- Ask the question, then breathe.
Once you’ve said something like, “Help me understand…” hit mute. Lean back, unclench your jaw, and wait. You’re signaling, “I’m here, I want to hear you.” - Let the silence do the heavy lifting.
You’re giving your prospect space to process, go deeper, and reveal more. If you fill the silence, you’ll miss what’s underneath the surface. - Silence reveals truth.
Most people hate silence. They’ll often jump in to fill it, sometimes with more detail, sometimes with something real. NOTE: Listening is hard work and takes mindfulness. The payoff is solid gold. - Don’t rescue the silence.
It’s tempting to say, “So…?” or “Anything else?” Don’t. Let the pause breathe. Let the prospect feel held in that moment. Give them the gift of time. - Reflect back.
When they finally speak, acknowledge it. Ask a question about what they said.
That’s curiosity and respect in action.
Why This Matters:
- You’ve heard it all, so your brain wants to race ahead. Pause it.
- It’s not about getting more words, it’s about getting better answers.
- Being comfortable in silence shows confidence and invites honesty.
Your Challenge
This week, for one call each day, work this skill:
- Ask a follow-up based on what they just said.
- Then mute yourself, count to 5 slowly if you have to.
- When the silence ends, acknowledge what they’ve said before moving on.
- Ask your next curious question.
You might be surprised by what comes back, and how powerful it is.
Let silence do the work,
Lynn
ps: If you want to dig deeper into how listening builds trust, check out this 2020 interview I did with John Golden of Sales Pop! Listening Is The Key To Building Trust