Have you ever been on a call with a prospect that had an awkward silence? You shared a sales script, that you thought, was a sure-fire method to get them closer to the sale and yet they were silent.
Waiting patiently for the prospect to answer can seem like an eternity.
One second passes, two seconds, and even five seconds of silence can be very uncomfortable.
You might even think the prospect dropped your call.
Unfortunately this happens to sales professionals in all types of sales.
Whether you are selling real estate, copiers, real estate, office supplies or any other product or service silence can be the deal killer.
Most sales professionals attempt to overcome the silence by coming up with more items to share.
Some people mistakenly think the "gift of gab" will get them sales.
This couldn't be farther from the truth! Silence can happen on any phone call and when you make the wrong move during those seconds of silence you will likely destroy your chance at the sale.
Start talking more about "features" and your prospect will think you are trying to sell them something they don't need.
Start sharing more about the "benefits" of what you are offering and they will wonder why you are trying so hard.
Silence on a phone call is usually the result of two methods:

1. Using Statements - Statements are what most sales scripts are developed from.
   Sales professionals in every category of business have scripts that reveal benefits and attempt to show the customer how the product or service is right for them.
   This leads you into a hole of silence because the prospect doesn't want to be TOLD what to do.
   Statements are awkward and will trap your conversations, consider changing your sales scripts into interest piquing questions.
   
2. Not Listening to the Prospect Needs - This is a sales killer! You can have the best script, the best dialog in front of you and when you don't listen to the answers your script will fail.
   Prospects will leave clues in their statements and based on those clues you can change your questions.
   When you don't listen with intent you won't crack the silence and you won't get closer to a sale.
   

When you can avoid using statements and listen intently to the prospect you will be on your way to growing your sales.
No longer will you fear those awkward moments of silence, in fact, you will have to work on getting your prospects off the phone so you can get to your next sale.
Discover the shortcut to transforming your sales scripts into interest piquing questions.
No guessing, just 67 high powered questions that will get you closer to the sale.
Start today with my free high powered sales conversion course at www.
QuestionsThatSell.
com