Hello,
Sometimes it's what you don't say that secures the sale.
When you've delivered your pitch, said all you set out to say, and asked for the order... SHUT UP AND WAIT FOR A RESPONSE.
If you talk some more, you lose. You break the moment of drama that your presentation has been leading twoards. You let the pressure down; give the prospect a break in the traffic to scurry away, with a 'we'll think about it.."
You simply must resist keeping on selling when it's their turn to speak.
Remember: SHUT UP.
(Tomorrow: How to talk yourself out of a sale.)
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