Stay Silent After the Price
When you state your price or ask a closing question, stop talking and let the buyer speak first, however long it takes.
Common sales advice; there are no studies of pausing after a price in sales talks.
Why it works
Nervous sellers fill silence with excuses, extra features or a discount nobody asked for. Silence gives the buyer room to think and shows you are confident in your price.
How to do it
- State the price in one clear sentence.
- Stop. Count slowly to five in your head.
- Keep a calm face; do not look away.
- Let them speak first.
- Answer only what they ask.
What to say
Our fee is 9% of annual CTC, paid when the person joins.
Which option suits you best?
Avoid
Adding: but we can be flexible on that. You have just offered a discount nobody asked for.
Example
After saying her fee to a Hosur flower exporter, Sangeeta forced herself to stay quiet. After a few seconds the owner said: fine, but I need the person by March. Before, she would have offered a discount in that silence.
Practise it
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