尴尬沉默的7个原因...实际上是强大的销售策略

The conversation is flowing smoothly, and then -- it stops. You don't say anything. Your companion doesn't say anything. You clear your throat. They scratch their knee. Your smile is getting strained. They look at the clock.

You're smack dab in the middle of a very ... awkward ... silence.

This is bad news during a first date or a job interview. But in sales, awkward silences are actuallygood-- that is, if you know how to use them to your advantage. The golden rule of using silence as a sales weapon? Embrace it.

Consider that it only takes四秒钟让人们对沉默感到不舒服。So next time you're tempted to break the silence, remember it probably hasn't been very long, and keep mum.

仍然不相信当对话率击中时，嘴唇拉开是要走的路吗？考虑以下尴尬的沉默的积极结果，以及破坏它们的负面影响。

如何在销售中使用尴尬的沉默

1）沉默可以让潜在客户理解您的报价。

您建议对客户提出最终建议后的最初片刻是紧张的。您要完成交易吗？还是您的潜在客户会反对合同，价格或其他组成部分？

如果您的闭幕式持续了沉默，则可以将其视为潜在客户对您的要约不满意的标志。但是还有另一个同样可能的解释 - 他们正在考虑这一点。如果您破坏了沉默，您可能会打断他们的思维过程 - 他们可能已经距离说三秒钟了。"Let's do it."

请记住，具有某些行为类型的人更倾向于仔细思考和慢慢说话。

2）沉默传达了真正的兴趣。

When checking in with a friend after they've endured a stressful event, you probably ask,“你感觉怎么样？”and then listen -- even if it takes them a while to answer.

你可能不会问，“你感觉好吗？难过？生气？强调？为什么？你还好吗？”And yet, this is often what sales reps sound like when they ask a discovery question.

Instead of posing a question and letting the prospect answer, salespeople get excited and try to fill in the blank for the buyer after the first sign of silence. But by letting silence persist -- no matter how uncomfortable -- reps demonstrate interest in the buyer's answer, instead of what they think the buyer's answer could or should be.

3）沉默有助于销售人员站起来。

如果您对结束过程中的沉默感到不舒服，那么您可能会想在您的潜在客户正式拒绝之前修改您的报价。但是，只需说明您的报价，而不是过早地抛出价格折扣或免费赠品，然后闭嘴。

有关寂静如何成为您最大的谈判策略的主要例子，请查看this article from Steli Efti，Close.io的首席执行官。在这种情况下，Close.io是客户，EFTI面临着一笔巨款，以使其组织退出合同。他没有同意全额支付全额，而是简单地保持安静，让客户经理 - 感受到EFTI沉默的压力 - 全部协商费用。在电话结束时，EFTI保存了Close.io $ 225,000。

在买方提出异议之前，不要削弱自己。将有足够的时间做出让步，但是不要因为您害怕有些沉默而稍后会后悔。

4) Silence prompts buyers to reveal their true needs and concerns.

Some prospects don't have a problem explaining challenges at their companies or issues with a seller's offering. Others are more hesitant to give honest or negative feedback.

如果您的潜在客户属于后者类别，那么您的更多谈话将无助于汲取相关信息。相反，请听您的前景。毕竟，除了代表一个政党的故意沉默之外，还在听什么？

When a salesperson asks a question the buyer might not want to answer, silence coaxes them into sharing the truth while making it clear you're prepared to carefully concentrate on their answers.

5）沉默鼓励潜在客户领导对话。

销售应与买方及其业务有关，而不是销售人员及其产品或服务。为了确保买方从销售会议中完全获得他们想要的东西，卖方在解释要点或提出某个论点后应保持沉默。

If the magic of awkward silence works (and it usually does), the buyer will guide the conversation. By analyzing what the buyer brings up next, the seller can determine what part of the product or service the buyer is especially interested in or concerned about.

6) Silence pulls disengaged prospects back into the conversation.

还记得上面关于大多数人在沉默四秒钟后感到不舒服的统计数据吗？如果您觉得自己正在失去房间（即，人们正在检查电子邮件，分区或脱离接触），请停下三到五秒钟。

Give your audience time to look up from whatever they're doing. Once your silence has accomplished its goal, touch base with your prospects and ask if you're still on the same page, or if there's anything you can do to make the conversation more meaningful for their business. The result is a more fruitful conversation for them, and a more engaged audience for you.

7）沉默强调了您的前景需要理解的重要点。

Since today's sales process is all about the prospect and their needs, it's important for them to understand key points about your product or service to ensure it's the right fit for them.

Author and public speaking expertAndrii Sedniev says在演讲中的关键要点之前和之后，都会强调重要的信息，引起观众的兴趣，并给您一点时间屏住呼吸。很容易在演示文稿中漫步到重要的观点，但要给他们空间，您会增加它们的影响。

不要害怕销售电话沉默 - 利用它来发挥自己的优势。有了一点练习，这种技术将成为扫描的本质。