Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Top Reps Use Silence as a Closing Tactic
Silence is one of the most powerful tools in a sales conversation, yet most reps are terrified of it. In this episode, Lucas and Luna explore how top performers use strategic pauses to control the pace, unearth objections, and let the prospect process. They break down the psychology of why silence makes us uncomfortable, the difference between an awkward pause and a powerful one, and practical techniques like the 'post-salary silence' and 'pregnant pause' in action. Drawing on a real-world example from a seasoned enterprise rep who closed a seven-figure deal by simply…
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