About this episode
In sales - especially in product knowledge training - we’re taught from day one how to pitch, how to present, and how to overcome objections. We rehearse our spiels, memorize talking points, and perfect our scripts. But too often we forget one of the most basic truths in sales: The more you listen, the more you learn. And the more you learn, the faster and easier it is to close a deal. Silence — shutting up and listening — is your secret weapon. Yes, you need to speak confidently about the value you bring to the table, and you need to be clear when you’re asking for the deal. But the words that actually sway a prospect don’t come from you — they come from them. Prospects convince themselves to buy. Your job is to guide the conversation in such a way that they articulate the problems they’re trying to solve, the goals they want to achieve, and the obstacles blocking their path. When you can get them to articulate those issues in their own words, you close deals. https://www.youtube.com/watch?v=ovBdhmangUU Embrace the Pause A common mistake reps make is rushing in to pitch a solution, answer a question, or tackle a perceived objection. They jump in prematurely, before letting the prospect fully voice what’s on their mind. But if you can stay silent, if you can resist the urge to speak immediately, your prospect will usually elaborate. They’ll keep talking, often divulging the root cause of their hesitation. That root cause might be very different from what you assumed at first glance. If you jump in too soon, you risk addressing a superficial objection and missing the real issue entirely. I’ve seen too many sales professionals sabotage deals because they were afraid of a little silence. They ramble on, trying to fill every pause, unnerved by any lull in the conversation. But in the pause, in the silence, is where your prospect gathers their thoughts. If you just wait, if you’ll just shut up, what comes next is where the real magic lies. Your prospect will begin to share deeper insights. They might reveal the internal politics at play, the budget constraints, or the personal motivations driving their buying decision. They’ll teach you exactly how to close the sale. Build Trust Through Silence Learning to be comfortable with silence is also about showing genuine respect for the other person. When you give someone space to talk, you send an unspoken message: “I value your thoughts, your insights, and your experiences.” That’s a powerful psychological signal. It builds trust faster than any perfectly rehearsed line. People buy from those they trust, and trust often begins with the simple act of listening. Now, I’m not saying you should clam up entirely. Strategic silence is not about becoming a mute. It’s about knowing when to speak, what to say, and when to remain quiet. Ask a probing question, and then zip your lips. Sit there, look them in the eye, and nod empathetically while they talk. Let them finish. Then pause a moment. Usually, that extra beat of silence after they finish speaking nudges them to continue, and they’ll share even more valuable information. If it’s truly time for you to respond, do so thoughtfully, directly, and concisely. Then hand the baton of conversation back to your prospect with another question or an invitation to elaborate. Six Strategies For Leveraging Silence to Sell More Plan Your Questions: Before any meeting, plan the key questions you want to ask. Keep them open-ended and designed to encourage deep, detailed answers. Practice The 3-Count Rule: After the other person finishes answering the question, mentally count “one … two … three” before you talk again. Let those seconds of silence hang in the air. Leaving the gap of silence almost always compels the other person to fill it. Embrace Discomfort: Silence can be awkward. Learn to live with that. Recognize that this discomfort is exactly what triggers prospects to open up further. Be in the Moment: After asking a question, resist the urge to start planning your response or thinking about your next question in your head. Listen Deeply: When they talk, focus on their words and the emotions behind them. Don’t just listen; truly hear what they’re saying and ask follow up questions around their emotional cues. Ask Follow-Up Questions: Instead of immediately trying to solve their problem or deliver a solution, ask another question that goes deeper. “Can you tell me more about that?” or “How does that issue affect you personally?” can uncover hidden gold. Recap and Confirm: Once the prospect has shared, summarize what you heard. Confirm that you understand their concerns correctly. This step builds trust and ensures everyone’s on the same page. When you unlock the power of silence in your sales conversations, you’ll get below the surface to the real issues your prospect is facing and build stronger relationships. Never forget that sales isn’t about talking more; it’s about learning more. And you learn more by closing your mouth and opening your ears. Sales Gravy Live's Fanatical Prospecting Bootcamp teaches tactics and tricks to 5x your pipeline in 90 days. Learn more about it here. For more sales tips, listen to the Ask Jeb Podcast, where Jeb answers viewers' burning questions live. Listen here. Download Jeb’s FREE Fanatical Prospecting Book Club and Study Guide. This 31-page guide includes summaries, discussion prompts, individual reflections, and exercises. Get it Here