The Work Less Make More Report - Volume Eight

Each volume of this report will show you a simple idea or strategy you can use immediately to make more sales and profits in your business without working harder.

I invite you to invest a couple of minutes to read this idea and then try what we cover in your own business. You will be delighted with the results.

Use "Golden Silence" to make more sales:

One of the best ways to learn about your prospect or customer is to use "Golden Silence".

This is nothing more than using a pause at two points in your questioning; after you've asked a question, and after the listener has answered.

Not just a brief pause, but a 2-3 second pause. 

 Here are the benefits of this:

1. You won't feel compelled to continue talking after asking the question if you force yourself to pause. People don't always immediately answer, and pausing gives them the opportunity to think a bit.

2. The number and length of your responses will increase.  People feel more comfortable when you have given them time to frame their answers, which will more likely be comprehensive.

3. The amount of unsolicited information will increase.  By not jumping in immediately after they have answered, they are given a little time to contemplate what they've just said which can prompt additional responses.

4. You'll have more time to understand what they've said.  Since you know you are going to pause, you can spend all of your listening time focussed on the message, and not what you will say next.

5. You'll have more time to formulate your next comment.  You can use your pause time to develop your next question or statement, which will be more meaningful, since you'll have more relevant information.

Action Exercise:

Use "Golden Silence" several times this week with your customers and prospects.  Notice the result.

"If speaking is silver, then listening is gold." Turkish proverb

Astill Hawke & Associates Limited | Chartered Accountants
| P O Box 58 359, Botany, Manukau 2163 | Phone: (09) 985 9791 | Fax: (09) 985 9792 | www.astillhawke.co.nz | office@astillhawke.co.nz |