Save content
Have you found this content useful? Use the button above to save it to your profile.

The Pregnant Pause - how staying silent can help you sell more

8th Aug 2016
Save content
Have you found this content useful? Use the button above to save it to your profile.

That silence at the end of a conversation . . .

It happens all the time, a great conversation with a potential client. There were some great questions, you gave brilliant answers. You can almost feel the positive vibes in the air, she’s clearly interested in your services and then . . .  SILENCE!

It feels interminable. It’s got to be filled, and so you open your mouth and start jabbering, repeating yourself, and sounding more and more desperate.  And . . . you lose the sale.

Has that ever happened to you? I have seen and heard of it many times, and you don't need to rush to fill that silence.

A  pregnant pause helps seal the deal

I heard another example again recently, at least it wasn't an Accountant this time. The more the salesperson tried to fill the silence, the more the customer withdrew. 

A clever salesperson knows the pregnant pause can be one of the most powerful sales tools at your disposal.

But wait – it's not just with sales. You can use it for staff reviews, team meetings, any conversation.

Next time a pause arises, don’t rush to fill it. Let it stretch out, see what happens and how you feel.  This silence will give the other person time to think, and process, what you said. 

A traditional sales conversation ends with “the close.”  This can be off-putting to potential clients. No one likes to feel bounced into a decision. If you are like me, the more pressured we feel, the more we dig our heels in and refuse.  A pregnant pause can insert subtle pressure into a conversation. 

 

Remember: the urge to fill the silence can make you appear insecure . . .

 . . .  and it certainly stops the other person from thinking!

Say your pitch, ask for their business, and then let the silence do the talking. If the client asks a question, answer it, but don’t restate your case.  Let the client feel in control and you’ll make more sales.

What does the phrase come from?

Using the word ‘pregnant’ as ‘full of meaning’ goes back to the 15th Century.  A pregnant pause is a silence full of potential in the way a pregnant body is full of a new human being.   A pregnant pause leaves the listener full of anticipation, just like a pregnancy is full of excitement about the forthcoming baby. 

Learn more tricks like this by downloading our free booklet: Sell More By Selling Less

Written by Jon Baker, of Growing Your Firm. The 5-50 Coach. Jon helps professionals to grow their practice from 5 to 50 employees, profitably, sustainably, while they still have a life. He's also Co-Author of The Go-To Expert

Replies (0)

Please login or register to join the discussion.

There are currently no replies, be the first to post a reply.