Photo: fizkes (Shutterstock) I was in a sales call once and, at a pivotal moment, a senior salesperson asked the client if our service fit their needs. There was only silence on the other end of the line. O ne Mississippi. Two Mississippi. Three Mississippi. Nothing. Maybe the client didn’t hear the question? Four Mississippi. Five Mississippi. Sensing that I might interject, the salesperson raised their hand to stop me. At last, the client responded. I had just experienced my first “golden silence”—a sales technique used to guide a conversation towards a resolution. Here’s a look at how it […]
