If you pay close attention while you are in the moment, you’ll see most sales calls have a certain rhythm to them – and that your pace is often too fast.

The effect of this fast pace can be negative. The prospect or customer may feel that you don’t really value what you are saying. (If you did, you would not race through it.) What’s more, a breathless pace does not encourage the prospect to contribute to the discussion.

The best solution is to pause, rather than fill the empty “air time” with the sound of your voice.

When the customer says something, for example, wait a moment before jumping in. That shows the customer (1) you are listening and (2) you think before you speak. The net effect is to give more weight and value to what you say.

Another benefit from pausing is that the buyer may talk some more, revealing additional insights you can use to move the sale along.

When you are communicating something important, a pause is particularly powerful. Pause when sharing key information or answering an objection, to add credibility.

One use of the pause is particularly important, and that’s when you are quoting a price. Pause briefly in advance, and much longer afterwards – you want the customer to speak first.

Source: Based on a post by Mark Hunter. For more, visit www.thesaleshunter.com

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