The Power of a Pause
The benefit of pausing.
This is something I learned from Brian Tracy, a management motivator. He calls it the power of pausing. Ever thought about it? Well, here’s what Brian say about the benefit of pausing, which I paraphrase:
By pausing, we avoid the risk of interrupting the prospect if the other person has just stopped to gather his or her thoughts. We should remember that our primary job in the sales conversation is to build and maintain a high level of trust, and listening builds trust. When we pause for a few seconds, we often find the prospect will continue speaking. He will give us more information and further opportunity to listen, enabling us to gather more of the information we need to make the sale.
A moment to pause doesn’t need to be done only in business selling or marketing. It can also take place in our personal relationships… a pause before releasing a pent up anger, a pause that could avoid tactlessness, a pause to soften a hardened heart.
A time to pause before letting go, for a more sensible and conveyed impact.
