David Ackert's "Silent Close"
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From David Ackert's blog:
Sometimes talking becomes our crutch, and our need to sound smart makes us do dumb things. Take the sales process for example. When we’re sitting down with a prospective client, we’re much better off when we talk less.
In fact, one of the fundamental techniques for closing a prospective client is the practice of being “interested” rather than “interesting.” This means you ask open-ended questions that invite them to describe every little detail about their situation so that your solution is tailored.
Then, once you’ve incorporated all their information into your proposed solution, stop talking altogether. Allow several seconds of silence to hang in the room. And let the prospect be the one to speak next. This is called “the silent close” and it gives the prospective client an opportunity to make their buying decision. It also communicates your confidence—that you don’t have to talk so much just to prove yourself.
David offers a free trial to his excellent online video training program called Practice Boomers.
Every week you'll get a video lesson including a recommended action step. It has modules including goal-setting, branding, creating a niche, networking, communities, social networking, client service, and time management. It answers the questions "What do I do?" What do I say?" "Who do I say it to?"
For info, watch the descriptive video.
