Today, I want to share a personal story with you.
Last October, I was on a call with a client.
And we discussed his needs and my solution for over an hour.
In the end, he asked me for my rates.
Based on what he needed, I quoted him around 2400 dollars.
He was like, “Woah man, this is way too much, this is way out of my budget.
And I kept quiet. I did not say a single word.
It was awkward. But I kept my mouth shut.
Because whoever speaks first, loses.
And he spoke first.
After cutting down on a few things, I was able to land him for 1500 dollars.
What’s the lesson here?
Know when to speak and when to keep your mouth shut.
This will a lot of problems for you.
Silence is a powerful tool in sales.
Don’t view this as a lack of words. Instead, it’s a strategic tool.
If you learn to use it correctly, you will:
- Maintain composure and control over the negotiation.
- Learn more about the true thoughts or concerns of the client.
- Be able to give time to think and absorb the information
How to use silence correctly and effectively?
After Making an Offer:
Just like in my story, after you present your price or proposal, allow a moment of silence.
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