Salespeople love to talk. They’ll often run on and on without taking a breath. It’s annoying.
There’s an underlying belief in sales that if the prospect is letting you talk, they must be interested (at least to some degree). The reality is much simpler. You have not created the space or the environment for a conversation. Instead, you’ve created a stage for your presentation.
This won’t feel good.
The prospect will be less than thrilled, and you will feel the pressure to perform. Instead, get comfortable with the power pause. In my experience most salespeople only pause for an average of 0.5 seconds. That’s half of one second! In other words, the prospect essentially can’t get a word in.
A great average according to Gong is one second.
I prefer 2 seconds.