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REMEMBER: Too often TS reps fear moments of silence during the presentation and when they ask their sales guest any number of questions and the prospect even slightly hesitates with their answer the rep, wrongly, has a tendency to begin speaking again w/out allowing sufficient time for the sales guest to ponder, if necessary, and fully respond.
In TS sales, ‘silence’ is one of the best maneuvers a rep can deploy because after (e.g.) explaining a specific feature, benefit, use etc. the rep can ask a question, then shut up, and put the sales guest on the ‘hot-seat’!
On the subject and origins of ‘silence’ (courtesy of phrases.org.uk) it is written that the poet Thomas Carlyle, translated the phrase from German in Sartor Resartus, 1831, in which a character expounds at length on the virtues of silence:
“Silence is the element in which great things fashion themselves together; that at length they may emerge, full-formed and majestic, into the daylight of Life, which they are thenceforth to rule.”
To put it another way, when a rep asks questions and then remains silent (shuts-up) and just sits there with a friendly smile or look of curiosity on their face, the more the prospect is forced to speak, to usually tell the truth and reveal their real thoughts, etc. By using this technique with each sales guest the savvy TS Pro will laugh all the way to the bank.
TODAY’S VIDEO: Depeche Mode – Enjoy the Silence (In 1990 this promotional video for Enjoy the Silence was shot by French TV featuring Depeche Mode lip-syncing the song while standing atop the World Trade Center at the WTC rooftop World observatory)
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