InStore Magazine posts everyday on its email blog a great tip.

Hrere's one they posted today and I have a comment after it:

Silence isn't deadly, it's golden!

WHY? Too many salespeople out there are terrified of gaps in conversation, fearing the customer will leave as soon as the chatter stops. Don't fear the silence, say retail speakers/consultants Richard Fenton and Andrea Waltz.

HOW? Once you’ve completed your presentation, be quiet. Give the customer a few minutes to think. As Fenton and Waltz say, "It feels awkward at first, but often this is all it will take for the customer to decide to buy.”

SOURCE: "Go for No! Yes is the Destination, No is How You Get There" Richard Fenton and Andrea Waltz
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I've written many times about my Unlce Irv, the great car salesman. His last years working he sold Jaguars and received recogniztion for selling the most Jags in the US.

He told me pretty much the same thing in selling

"David, when you quote a price to a customer, then SHUT UP! Don't start thinking why the customer is silent. Don't think that no talking on their part means their going to say no. They could be thinking about the payments plans, the car itself or a multitude of things.

So David the next person who speaks will take money out of their pocket and hand it to the other person. Don't be afraid of being quiet"

David Geller
Director of Profit