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NEGOTIATION & NEGOTIATING SKILLS
Don't Be Afraid Of Silence
By Mark Harrison
Silence is something we all try to avoid during a
conversation as it can become quite awkward. However in the sales arena it
can also become your greatest ally.
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In any conversation with two or more people, there
is a tendency to want to talk all the time to fill any awkward
silences or gaps that appear in a conversation.
However, if you think of the conversations that you have with your
closest friends or family, you will notice that there isn't the same
need to fill these gaps, as silences between you are comfortable.
This is generally because you know the other person and the type of
character that they are. |
NEGOTIATION
Now, if we change this scenario to the sales process you will see that it
is a completely different feeling to the one above. Suddenly silence is
your worst enemy, the one thing to be avoided during negotiations, the
realization that you are losing the sale.
Well actually, that last statement is completely wrong!
Because a person does not say too much during negotiations does not mean
that you are losing the sale. Yes, silence can be awkward to some but to
those of you who want to win, silence can be your best friend.
During the negotiations, you will ask your customer a number of open
questions and that is absolutely the right thing to do. However once you
have asked the question, DO NOT fill the space! Resist the temptation to
put words into their mouth.
In other words:
"Ask your open question and then say absolutely nothing until they have
replied"
No matter how awkward it becomes or how uncomfortable it may seem, leave
your customer to reply. If it takes 5 minutes then so be it. They MUST be
allowed to reply in their own time without any help from you.
The reason I am pushing this point is that customers (and people in
general) do not like silence. They particularly do not like long silences
and they feel that they have to fill the space up with words. Before you
know it they have committed to all sorts of things.
So, don't be afraid of the silence and let your customers talk their way
into your sale.
Mark Anthony Harrison is a salesman. He is Head of Sales for the UK
division of a US investment bank. He also lectures on sales development
and management theory. To find out more visit him at
http://www.managing2success.com
Negotiation - Article Source:
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Negotiation Article
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