If you talk, you lose. You may be wondering what this means or what context it belongs in, but that will all be put in perspective soon. Being in a sales conversation with a possible client can be approached in as lot of various ways, but in every conversation there comes a point where the first person to speak loses. This point comes whenever you ask the client for the sale. You just asked the question whether they would like to purchase what you are offering or not. The client is taking time to decide whether to accept the purchase or not. Whoever starts talking first is the loser. If it is the salesman starts to say something, it shows that he is not confident in the offer that he is making, and will either give up a lot more value than he originally wanted to, or will not get the sale at all. If the client starts to talk first, they are probably going to try to gather more information, or make the purchase. The entire sales experience leads up to this point, and whatever happens can tell you what the rest of the sale will look like.
By schambergle1
BoweryJE22 4 thoughts on “First one to speak loses”
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This is a very difficult part of the sales process for me. I tend to cave and talk first. I believe that it is possible to cave first and still get the sale and still have a productive meaning, but forcing the other person to speak first definitely is an advantage.
Landon, great post. You recapped over the point of understanding in you own words, which was a great reminder. The fluidity of the conversation determines a lot of the comfort and level of relation in the sales process as well.
That silence after the offer is just nerve-racking. Personally I begin second guessing myself and that’s where the lack of confidence as a salesperson becomes deadly. I think being aware of the silence and refusing to break it just makes you appear more confident which will lead to the sale.
Glad you posted about this! Especially for someone who feels like he has to talk first in the sales context, its good to remember why its better to wait sometimes.