Don't Be Afraid Of The Silence
By Mark Anthony Harrison, Sat Dec 10th
In any conversation with two or more people, there is a tendencyto want to talk all the time to fill any awkward silences orgaps that appear in a conversation.
However, if you think of the conversations that you have withyour closest friends or family, you will notice that there isn'tthe same need to fill these gaps, as silences between you arecomfortable. This is generally because you know the other personand the type of character that they are.
Now, if we change this scenario to the sales process you willsee that it is a completely different feeling to the one above.Suddenly silence is your worst enemy, the one thing to beavoided during
1460 S Ocean Blvd, Pompano Beach, FL 33062, $1,590,000 3 beds, 3.5 baths
4939 sqft, 3 beds, 3.5 baths, property in Pompano Beach, FL - 33062
525 N Ocean Blvd, Pompano Beach, FL 33062, $395,000 2 beds, 2 baths
2 beds, 2 baths, property in Pompano Beach, FL - 33062
133 N Pompano Beach Blvd, Pompano Beach, FL 33062, $385,000 3 beds, 2 baths
1600 sqft, 3 beds, 2 baths, property in Pompano Beach, FL - 33062
180 Cypress Club Dr #808, Pompano Beach, FL 33060, $92,900 2 beds, 2 baths
982 sqft, 2 beds, 2 baths, condo in Pompano Beach, FL - 33060
201 N Ocean Blvd, Pompano Beach, FL 33062, $150,000 2 beds, 2 baths
2 beds, 2 baths, property in Pompano Beach, FL - 33062
7501 Sw 5th Ct, Pompano Beach, FL 33068, $108,395
2208 sqft, single-family home in Pompano Beach, FL - 33068
1540 Ne 42nd St, Pompano Beach, FL 33064, $89,900 2 beds, 1 bath
1451 sqft, 2 beds, 1 bath, single-family home in Pompano Beach, FL - 33064
Oaks Ln, Pompano Beach, FL 33069, $1,000 3 beds, 2 baths
1620 sqft, 3 beds, 2 baths, condo in Pompano Beach, FL - 33069
Ne 10th Ave, Pompano Beach, FL 33064, $159,869 3 beds, 2 baths
1358 sqft, 3 beds, 2 baths, property in Pompano Beach, FL - 33064
Sw 46th Ave, Pompano Beach, FL 33069, $140,006
, property in Pompano Beach, FL - 33069
Ne 9th Ct, Pompano Beach, FL 33062, $521,731 4 beds, 2 baths
2353 sqft, 4 beds, 2 baths, single-family home in Pompano Beach, FL - 33062
W Mcnab Rd, Pompano Beach, FL 33069, $22,900 1 bed, 1 bath
618 sqft, 1 bed, 1 bath, property in Pompano Beach, FL - 33069
Ne 10th Ter, Pompano Beach, FL 33064, $93,314 1 bed, 1 bath
668 sqft, 1 bed, 1 bath, condo in Pompano Beach, FL - 33064
Nw 41st St, Pompano Beach, FL 33064, $345,751 3 beds,
1610 sqft, 3 beds, property in Pompano Beach, FL - 33064
Ne 8th Ter, Pompano Beach, FL 33064, $237,641 3 beds, 1 bath
1056 sqft, 3 beds, 1 bath, single-family home in Pompano Beach, FL - 33064
S Federal Hwy, Pompano Beach, FL 33062, $209,000 1 bed, 1 bath
815 sqft, 1 bed, 1 bath, condo in Pompano Beach, FL - 33062
Ne 44th St, Pompano Beach, FL 33064, $77,142 3 beds, 1 bath
947 sqft, 3 beds, 1 bath, single-family home in Pompano Beach, FL - 33064
Se 6th Ter, Pompano Beach, FL 33060, $420,780
1680 sqft, property in Pompano Beach, FL - 33060
Ne 1st St, Pompano Beach, FL 33060, $315,265
1368 sqft, property in Pompano Beach, FL - 33060
Pine Dr, Pompano Beach, FL 33060, $155,440 2 beds, 2 baths
1013 sqft, 2 beds, 2 baths, property in Pompano Beach, FL - 33060
N Ocean Blvd, Pompano Beach, FL 33062, $121,937 1 bed, 1 bath
700 sqft, 1 bed, 1 bath, condo in Pompano Beach, FL - 33062
Se 10th Ave, Pompano Beach, FL 33060, $1,000 3 beds, 2 baths
1000 sqft, 3 beds, 2 baths, condo in Pompano Beach, FL - 33060
Cypress Blvd, Pompano Beach, FL 33069, $141,975 3 beds, 3 baths
1818 sqft, 3 beds, 3 baths, condo in Pompano Beach, FL - 33069
N Course Dr, Pompano Beach, FL 33069, $106,046 2 beds, 2 baths
1150 sqft, 2 beds, 2 baths, property in Pompano Beach, FL - 33069
Ne 32nd Pl, Pompano Beach, FL 33064, $82,103
893 sqft, single-family home in Pompano Beach, FL - 33064
negotiations, the realisation that you are losingthe sale.
Well actually, that last statement is completely wrong!
Because a person does not say too much during negotiations doesnot mean that you are losing the sale. Yes, silence can beawkward to some but to those of you who want to win, silence canbe your best friend.
During the negotiations, you will ask your customer a number ofopen 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 untilthey have replied"
No matter how awkward it becomes or how uncomfortable it mayseem, leave your customer to reply. If it takes 5 minutes thenso be it. They MUST be allowed to reply in their own timewithout any help from you.
The reason I am pushing this point is that customers (and peoplein general) do not like silence. They particularly do not likelong silences and they feel that they have to fill the space upwith words. Before you know it they have committed to all sortsof things.
So, don't be afraid of the silence and let your customers talktheir way into your sale.
About the author:Mark Anthony Harrison was previously the Head of Sales for theUK division of a US Mortgage and Investment bank but venturedout onto his own with www.capitalmortgagesolutions.co.uk, a specialist mortgage broker whichprovides mortgages and mortgage advice to clients suffering fromcredit problems.
pompano information
