Sales Skills / Ask Better Questions, Sell More / Lesson 21

LESSON 21 · ASK BETTER QUESTIONS, SELL MORE

The Pause That Gets the Truth

Twenty practical ways to use the pause that gets the truth, because silence invites people to say more than they planned.

Silence is a tool. Wait and they will often add the important part.

10 tipsEasy things to say7-day plan

Start with tip 1

Jump to the 7-day plan

10 tips that really help

These ideas come from SPIN Selling (Neil Rackham), Gap Selling (Keenan), The Sandler Rules (David Mattson), and everyday practice. The first six help the most. Pick one and try it today.

TIP 1

Silence feels long but works

A pause after an answer often brings the real answer.

TRY THIS
Practise tolerating it.

TIP 2

Count to five

Wait quietly before you speak.

TRY THIS
Use a slow count.

TIP 3

Do not fill the gap

Resist adding suggestions or explanations.

TRY THIS
Hold back.

TIP 4

Use after hard questions

Tough topics need thinking time.

TRY THIS
Be patient.

TIP 5

Use after emotional answers

Quiet respect lets feelings settle.

TRY THIS
Be kind.

TIP 6

Notice what follows

The next words are often the true ones.

TRY THIS
Listen closely.

TIP 7

Use on calls

On phone, say nothing and allow thinking.

TRY THIS
Trust the pause.

TIP 8

Explain if needed

You can say take your time.

TRY THIS
Offer comfort.

TIP 9

Avoid awkward humour

Do not joke to escape silence.

TRY THIS
Stay present.

TIP 10

Practise with friends

Silent patience grows with practice.

TRY THIS
Test it today.

Easy things to say

When you are stuck, pick one of these. They work in many sales conversations.

PAUSE

“Take your time.”

WAIT

“I am happy to listen.”

INVITE

“Please go on.”

SOFT

“There is no rush.”

THANKS

“Thank you for that.”

CHECK

“Is there anything else?”

Your first week

One small action a day. Each day is only a little bigger than the last.

DAY 1
Count to four after answers

DAY 2
Hold eye contact softly

DAY 3
Resist filling silence

DAY 4
Nod gently

DAY 5
Note what they add

DAY 6
Practise with friends

DAY 7
Review the effect

Further reading

• SPIN Selling (Neil Rackham)
• Gap Selling (Keenan)
• The Sandler Rules (David Mattson)

The tips above are written in our own words and are general guidance. The books are suggestions for further reading.

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These lessons share general learning and everyday ideas. They are not medical or mental health advice. If you feel very anxious, low or unwell, please talk to a doctor or a qualified professional.