I remember the olden days of asking a strong closing question and shutting up…he who speaks first loses…it seems today that not only does everyone know the technique it also fires off negative anchors in the mind of many prospects, linking one to every brain dead high pressure sales person the prospect has met

Yet, Silence is still a powerful tool once the client starts talking about their criteria and their experiences and often leads to what I call the Floodgate Experience. Used correctly it signals their OTC mind to ‘just keep going’.

The chit chat strategy is sadly the only tool in the toolbox of most persuaders when it comes to building rapport. As unconscious rapport skills increase, the need to fill “awkward” silences with babbling word salad…hoping (usually futility) that one will stumble on a commonality, naturally diminishes.

“Really you are a professional powerlifter? I took a weight training class in high school…wanna list your house with me?”

When you are focused on them and their outcome (agenda) and first have a curiosity about what they need, want and desire…and whether or not you can help, you easily and effortlessly find out everything you need to do or sometimes, figure out that you are wasting each others time and move on without trying to hammer square pegs in round holes…

Great post