Don’t forget to pause. Seems simple enough, right? It is a quick phone sales tip of which most people need to be reminded. Make sure you pause two seconds after the other person gets done talking before you jump in and speak. The slight pause on your end may encourage the other person to share with you one more piece of information. As I have often said, it’s always the second piece of information the customer shares with you that is so valuable.
The first time you pause before jumping in is probably going to feel strange, but with some practice, you’ll become a master at it. In refining this discipline, you will uncover additional information without even asking for it. I’ve used this approach myself for years, and I can’t begin to tell you the amount of information that has been offered up to me by the person on the other end. Many times this is information I’m sure they didn’t think they would tell me, but when I paused, I provided a setting that made it comfortable and easy for the person to share.
Start using this phone sales tip today for greater success!