Ask for the sale -- why silence is your best closer

There's an old selling belief that when a salesperson asks for the sale, they should stop talking because the first person who speaks loses. While this isn't entirely accurate philosophically, it IS an effective action. 

When you ask for the sale, your intention should be to get it. A closing question naturally demands a response, so give the customer the opportunity to answer. The silence that follows your question can be a powerful tool. Here’s how to use it effectively:

Helpful Tips for Mastering the Silence:

1. Ask with Intention: When you ask for the sale, be clear and direct. For example, "Are you ready to move forward with this purchase today?" This sets the stage for the customer to respond.
2. Embrace the Silence: After you ask the closing question, stop talking. Silence may feel uncomfortable, but it creates space for the customer to think and respond.
3. Stay Confident: Maintain confidence in your body language and expression. Your calm demeanor will help the customer feel comfortable in making a decision.
4. Avoid Filling the Silence: Resist the urge to fill the quiet with unnecessary words. Talking too much can distract the customer and dilute the impact of your closing question.
5. Observe Their Reactions: Use the silent moments to observe the customer's body language and facial expressions. These cues can give you insight into their thoughts and help you address any remaining concerns.
6. Prepare for Responses: Be ready for any type of response, whether it's a yes, a no, or a request for more information. This preparation will help you handle the outcome confidently.
7. Practice Patience: Silence might feel awkward at first, but with practice, you'll become more comfortable. The key is to give the customer the time they need to make their decision.

Why This Matters:

Philosophically, the customer doesn't lose by buying. Instead, they gain a solution to their problem or a product that meets their needs. The real challenge is learning to sit with the silence that follows your closing question. By doing so, you avoid saying something unnecessary or counterproductive just because it's too quiet.

Now, go practice asking closing questions and managing your actions in the quiet space.

oxo
Jody