Sales Without Losing Your Soul 10. ABC Silent
So, the silent close is when all of the others have failed you. I don’t use this close often because it’s about making sure you’re qualifying the right people, and sometimes some people need time to think. So, use wisely. The silent close is about reinforcing all the benefits of what you do and then shutting up.
It’s the first person to speak, loses and often when someone speaks, they’ll give you an objection or a question. The objection is that I can’t afford it right now. Or the question could be, do you have payment plans available? That’s really about giving people time and space to think because that amount of information might overwhelm them and allow them to process and come back to you.