The Value of Less (8/13/14)

I don’t know if they still run it, but I remember one of the movie theater companies always used to post an advertisement before the movie started that said “Silence is Golden”. That was just a sign to remind the audience to turn off their noise making devices, and to refrain from talking out of common courtesy for their fellow patrons. However, it hits on a very import point when you are trying to sell. There’s a lot of value and power in silence.

Silence is really a dramatic effect that you have to work hard at becoming comfortable with. We aren’t comfortable with “awkward silence”. Awkward silence is in every part of our lives. You sneak into the house late after curfew, and there’s a parent standing in the kitchen arms crossed tapping their toes with a scowl across their face. They stand in silence and you try to fill it with excuses and justifications as soon as possible.

If you’re going to ask someone a question give them a few seconds to think about it before you continue to speak. If you are going to deliver meaningful information to someone, give them time to absorb it. Give them the time to reflect on what you say because if you do then chances are they are more likely to buy into what you are selling.

Silence is golden…because sometimes less truly is more.