Give customers time to be silent

The silence of customers is equivalent to the "please wait a moment" we often hear. The salesman should give the other party a time of silence after urging the signing of the bill to come to an end.

When the other party is silent, if the salesman can't hold his breath and can't wait for the customer to think, he will interrupt the customer's thinking. That would not only interrupt his thinking, but also interrupt a clear answer. As some salesmen said: "when the other side is silent, I am like being aimed at with a gun, but I can't hear the gun. It's worse than a shot. " This is the fear of silence that new business people often suffer from.

Some salesmen think that silence means defects. The customer's silence makes the salesman feel depressed and impulsively produce the idea of breaking the silence. On the contrary, experienced salesmen will take the initiative to silence when they are urged to a certain extent. This silence is allowed and welcomed by customers.

In business telephone communication, we should be fully prepared to "fight a protracted war", especially when waiting for customers to make decisions and the other party is silent.

In fact, the time of silence is not as long as some impatient salesmen feel. When the customer is silent, he bears much more pressure than the salesman, and their silence will not exceed 30 seconds. Generally speaking, the customer will speak to you after you are silent for 10 seconds, not more than 20 seconds at most. In this case, what the customer says is basically a substantive decision.