I am parked at a relative’s very remote rural property for a few weeks to do some research, business revamping, and writing on my next book.
I am so blessed to have this location to work from because it’s so quiet and devoid of distractions.
I am amazed at how “loud” the birds are, and yet I know it’s all relative.
The silence has a way of helping me think.
Silence can be calming or if you’re not used to it unsettling or even stressful.
For instance, silence can be very stressful right after you’ve completed your sales presentation and present your price to the prospect. Especially when you know the amount is higher than the prospect anticipated.
We feel stress and our instinct is to fill the silence with the sound of our own voice.
We’ve all been there.
We’re uncomfortable and we assume the prospect shares our uncomfortableness.
The experienced pro welcomes this awkward silence because they understand what is really going on.
There is a real silence because the prospect is thinking!
Our prospect is thinking and they don’t see, or feel, the silence you feel.
Our job is to avoid our instinct to fill the silence with our own words and let the prospect think.
They will break the silence when they are done thinking. If we break the silence, we has disrupted their train of thought and significantly decreased the odds of our prospect joining our tribe.
Learn to embrace silence after your sales presentation.
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