Power in silence
Our goal at MYB2BCOACH, through our AI practice, is not only to make people confident, but comfortable in their conversations with prospects and customers. Ultimately, this allows them the privilege of silence. This prevents the mind from spinning and thinking, “what am I going to say next?’ This prevents going through the automation of Step 1, then Step 2 and Step 3… This allows for silence. They can listen from nothing.
Listen From Nothing:
Listen from nothing is the term. Dr. Bell from the Bell Leadership Academy, always said that when you can listen from nothing and be totally engaged, you actually hear everything. Once your salespeople are confident with their products, services and how they are going to sell, they are actually comfortable selling it. Because they are comfortable and confident, they become natural in their conversation. They allow silence and are able to truly listen.
We have had several examples where there are obvious buying signals from the prospect on the other end of the phone line. They want their sales rep to come out and visit. Or they want them to send over a contract or get another person on the call to make a final decision. At the early stages of training, the sales rep wasn’t comfortable or confident. Because they didn’t allow the silence, they didn’t listen. As you can imagine, they missed the sale. However, after completing our A1 training and going back to listen, the sales rep gets the sale on the second try.
Make sure your people are getting all the time to learn how to be comfortable, confident, and conversational. They will reach the silence and get the sale.