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May 20, 2008

Pause for the Cause

The following is technique/tip submitted by Brian. The information is of great value. I often, as a training excercise, have sales reps tell a joke to the group. A great sales presentation consisting of timing an delivery, like a good joke. This thought is included below.

Brian's submission also references listening. Good listening skills along with keen observation often seprate the average from the above average reps in the same team. These skills can not be utilized unless your are comfortable and well practiced in your presentation. If you have to "pay attention" to what YOU are doing and saying there is little chance that you will hear or see the messages the client is providing.

Thanks, Brian! Happy hunting!!!

All the top salespeople ask good questions and listen carefully to the answers. One of the most important skills of listening is simply to pause before replying. When the prospect finishes talking, rather than jumping in with the first thing that you can think of, take three to five seconds to pause quietly and wait.

Becoming a Master of the Pause
All excellent listeners are masters of the pause. They are comfortable with silences. When the other person finishes speaking, they take a breath, relax and smile before saying anything. They know that the pause is a key part of good communications.

Three Benefits of Pausing Pausing before you speak has three specific benefits. The first is that you avoid the risk of interrupting the prospect if he or she has just stopped to gather his or her thoughts. Remember, your primary job in the sales conversation is to build and maintain a high level of trust, and listening builds trust. When you pause for a few seconds, you often find the prospect will continue speaking. He will give you more information and further opportunity to listen, enabling you to gather more of the information you need to make the sale

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