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Will You Add? - Don't Be Afraid Of Silence
The effectiveness of graphic design is easily seen when you recognize the power that the hierarchy of recognition and icons have on the buying decisions of your customers. Following describes the hierarchy or recognition and defines each of th
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, sil
Let me give you a brief history of Group Purchasing Organizations (GPO). They have been around for decades. Do you know what types of businesses get the best pricing on all of the goods and services they purchase? The answer is healthcare f
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.
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 realisation 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, sile
What is a Partnership? A partnership can be defined as; two or more people or organisations carrying on a business together with a common goal of making a profit. It is an association of two or more persons carrying on a business a
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 realisation 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, sil
The British food giant Tesco chooses its foreign markets based on the similarity of culture of the foreign market to that of its present markets. The company calls it psychic distance from the parent market. The factors comprising in the psych
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 realisation 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, sil
Loudly watching the intense activity at a modern trucking terminal and distribution center with all the material handling equipment moving in one direction one has to wonder how they do it all without any accidents. Whether you are involved in
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, sil
But more importantly, watch what they do. If you do much online shopping, you're sure to have seen some great, and not so great, sales letters urging you to get that oh-so-fabulous product that will solve all your problems right now.Som
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
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