the gap of silence
When you and your team are talking with your prospects and customers, be sure to drop a small gap of silence in between what they say... and your response – just an extra second or two.
Do this when you're asking your questions about their challenges and needs and during general conversation. Not only will it improve your rapport, but in many cases, you'll also enjoy the extra information you learn when the other person continues to talk.
This is thoughtful listening and one of the surest ways to make a better connection with your prospects and customers.
Practice it with your team in your daily discussions. Practice it with your friends in your
personal discussions.
In your sales efforts, make it your habit.
You'll be amazed at what you learn.
just sell®
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Use this link for a printable sales reminder |
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The right word may be effective, but no word was ever as effective as a rightly timed pause.
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