Most people don't realize how powerful a negotiating tool silence is. I discovered exactly how effective it can be when I recently observed someone discussing a deal with a prospective client.

The client started describing his situation and, after a few moments, briefly paused. It was an opportune time for the service professional to make a comment or talk about her product and service. However, she remained silent, sensing that the client had more to say. Her intuition proved correct – a few seconds later the client continued talking about his needs and when he had finished discussing his point, he paused again. The service professional refrained from speaking and her client began talking again.

The next time you meet with a client, either face-to-face or over the telephone, bite your tongue. Resist the temptation to talk immediately after they have spoken. Instead, pause for a few moments. Since most people are uncomfortable with silence, they will automatically say something to fill the air.

Here are a few other situations when biting your tongue will benefit you...

Members-Only Premium Content   

• Free Webinars: Access all recorded webinars (full members attend all live webinars free).
• Free Tools and Guides: Receive all how-to guides and tools sold in the RainToday Store free.
• Research and Reports: Receive 20% off all research and benchmark reports.
• 1,000+ Articles: Access over 1,000 professional services marketing, sales, and leadership articles.
• Exclusive Premium Content: Access members-only interviews, templates, and case studies.