Shush - Quiet - Silence

Most salespeople mistake silence for surrender. "Most sales are lost by talking, when all the salesperson has to do is quit! Shut up! Wait! Listen!"

Often a salesperson has received agreement from the prospect and simply ignores the fact that the prospect is waiting to be asked to buy. Instead of asking for a job order, the salesperson continues to sell and in some instances never does ask for an order. In order to be an active listener, you must concentrate on what the prospect is saying, paraphrase a statement if you do not understand what the prospect means and then show the solution, the benefit your company offers