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The Power of Silence in a Discovery Call #471
Do you know why libraries are always so quiet? It’s because they have a lot of SHHHHelf-awareness. Can the same be said for you? Today we talk about the power of silence. Pause for a second. Another second.
Did that quiet make you uncomfortable? Did you wonder “is this episode broke? Did Pat screw up? He is pretty fallible. He does make a lot of mistakes.” Is that what you are thinking?
Lao Tze said silence is the source of great strength and the greatest sound is the sound of silence. Today we embrace that paradox, and we speak about silence.
Today’s Chapter: Power of Silence
Listen for the truth
and seek it earnestly.
Rejoice in reality
Be happy in silence
Know that Without discovery
issues are hidden.
Without wants and needs
prospects are a mystery
The master seller doesn’t talk,
they act.
They don’t force issues,
they solve them.
Today’s Story
Pat and Chris were on a conference call with Lee. Chris took the lead during the discovery phase. After a number of minutes the root cause of Lee’s challenges became clear. Lee finished the explanation by saying “I guess the real issue we have is quality. We’re not making products with the high standards of the past. I guess, we need to go back to what used to work.”
Chris was dejected after hearing this. Quality was not a service the company provided. Just as Chris started to speak Pat stepped in and said “I can see how quality is a big issue for you. Are there any other major issues that you face ?”
There was a long silence.
Head cocked Lee said “Well I guess rising labor cost is an issue too. Without staff we can’t audit like we used to. That’s probably why our quality is going down.”
There was another long silence. Pat and Chris exchanged looks. Pat smiled to Chris who slowly smiled back.
Chris spoke, “So if we could raise the productivity of your staff with our MK10 service that would give you the capacity to work on your quality issues. Right?”
“Yes:, said Lee. “I guess that’s true. I wouldn’t need to hire anyone else, right?”
“Right.” said Chris.
Pat could see the relief on Chris’s face. From the jaws of defeat they had snatched victory with silence.
Take Action Quote
In silence, we can hear not only what is being said but also what is not being said. Deal after deal I’ve found this to be true. What do they say, the first one who speaks loses? There is truth to that.
Like the philosopher Simone Weil said,
“Attention is the rarest and purest form of generosity.”
She is correct. Generosity of this form can be a seller’s greatest strength. Weill goes further to say,
“The love of our neighbor in all its fullness simply means being able to say to him, ‘What are you going through?'”
The same is true for our prospects. To love them is to serve them. It’s what we are here to do.
Habanero Media Network
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How to Connect with Pat Helmers at Sales Babble
Sales Babble shares selling secrets for non-sellers. Masterful selling is deeply understanding what buyers need, discerning if you can help, showing what you have and helping them to make a decision that is both good for their business and yours. See https://salesbabble.com
This is a production of Habanero Media https://habaneromedia.net
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