093: The science of silence in sales calls - the real psychology of sales

Making Conversations Count: Honest, relatable conversations with business leaders

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3y ago 47:38

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While prospecting, are you keeping your silence in sales calls? Making Conversations about silence in sales calls Count!

"...my research shows that both business owners as well as the full time sales professionals they hire all, when polled anonymously, all will reveal that they feel that the sales profession is pushy and a little bit embarrassing and they are concerned about how they will be perceived in the sales process..."

Catherine Brown, Making Conversations Count - (July 2022)

Psst! Low on data? Here's a lower bandwidth version for you.

The secret of successful selling? Everyone has something to say about it...

If you are in business, and want to grow, you absolutely need to listen to this episode. That's really all there is to it.

Because it reveals something that a lot of people get wrong when it comes to doing their sales and outreach.

They're not understanding the mission at hand.

Catherine Brown shares a lot in common with Wendy.

For one thing, she also started out in telemarketing. But more than that, she understands the power of a conversation.

And she knows how to use it to convince people to buy what it is you're selling.

Enjoy this new episode of the "Making Conversations Count" podcast in which we talk about the science of silence in sales calls!

You'll learn....

The evolution of sales
Catherine is another bold one and explains the real psychology of sales
Why sales people don’t want to sell
The science of silence in sales calls
Catherine’s conversation that counted and why she’s now grateful for rejection

A poignant moment from the episode:

"...During Covid, I started hosting rooms and following different people around. Social Audio apps. I don't even know all the names anymore, but Social Audio, when I say that, I mean there's a face and some of the apps have a group chat where people type, but there's no video. You don't see anyone. And so the way you run a room when you only have audio felt to me like, this must be what it's like to run a radio talk show where someone calls in and you don't know what they're going to say. You give them a chance to speak and then you have to decide how to manage it. But what I observed and learned that I brought to my zoom calls, I brought to sales calls, I brought to speaking on stages, things like that, is that the best people who run rooms are measured and their use of silence is strategic..."

Click here for the full transcript

What IS Making Conversations Count?

"Making Conversations Count" is a podcast from WAG Associates founder and telemarketing trainer Wendy Harris.

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