Silence Can Play to Your Advantage

In a previous blog I discussed two strategies (see “Intonation and Silence”) that when used effectively will impact the outcome of the conversation. The power of your question with a downward intonation is magnified greatly by silence afterwards. I tell my students that if they themselves feel uncomfortable with silence and feel an urge to break it, they should just take a sip of water, or even apply some lip balm… Your prospect knows that you’re not going to be the next one talking with a glass of water or lip balm pressed against your lips. It makes it even more obvious that the prospect will have to fill the silence in the wake of your powerful question.