Sales Tip #3: Keep Your Mouth Shut

One thing I like to do when I get a briefer-than-desired answer to a question is to just stay quiet. At first it seems a little awkward, because the person you are talking to expects you to continue… but you don’t.

As it turns out, people don’t like silent voids – it makes them uncomfortable. They have to fill the emptiness. So they keep talking, they elaborate. They add all sorts of color. It’s amazing how much you can learn by just keeping your mouth shut.

I do this for two reasons:

1. I learn more about the person and can therefore have a more meaningful conversation.
2. I prevent myself from dominating the conversation and talking “at” the other person.

Try it some time. Just stop talking. You may be surprised at the result.