Selling with Silence: How the power of the sale is in the silence you create
What do you think of when you think of being sold to? A salesman? Speed and feed? Talking your ear off with feature function? Closing you with obvious closing questions? Sadly, still today, despite everything we know, many people sell this way. But actually true selling is just the opposite. The sale is made in the silence. There are a thousand B2B sales training classes and self help books you can read but they all basically say the same thing. Do discovery, qualify your customer, understand the org chart, understand [...]
