April 04, 2023

How important is silence at the end of a negotiation?

Training the team at Ingram Micro, on Decision Triggers, that it’s about being comfortable with the silence.

The training was about understanding how people make decisions and the process to understand their buying motivations.

We’ve all heard that when you get to the end of the negotiation, ask for a commitment and don’t say a word, first one who says something usually loses their status.

To earn the right to be silent at the end of a negotiation is dependent on how well the sales process has been executed by you.

Do it well and the client will usually make the buying decision and if you do it poorly the client will probably ask you to leave in no uncertain terms.

The framing of the meeting is crucial and following our process.

One of the most important aspects of this is actually being comfortable in being silent when you’re asking for a decision.
30 seconds of silence can feel like an hour.

Not easy for anyone to do as we have all had people in our younger years tell us to “ Speak up, won’t you?”

Unfortunately that type of behavior does not help when you’re trying to close or move a deal forward.

If you follow the questioning process the client will actually self close themselves even after a long pause as long as you don’t interrupt their thinking.