Sometimes the best response is no response.
On a case with Don Dunbar, we'd discussed the succession of the prospect's business at his death, and the financial problems it would create. We'd also reviewed every possible source of cash to solve them, and presented life insurance as the least costly.
The prospect was mulling over the idea when Don opened his mouth to say something.
I kicked his leg to shut him up.
Driving back to the office with a million dollar application in his briefcase, Don asked me why I'd kicked him. I told him that at that point anything he could say was redundant. The prospect was mentally reviewing all the options we'd presented, and discovering that the only one that really suited him required an outlay of $32,000 annually.
He was silently selling himself. Any interruption would have interrupted his flow of thought, and possibly lost the sale.
Silence is effective at home, too. I've been married to the same long-suffering woman for decades. When asked "What is the secret of your long, successful marriage?" I answer "I bite my tongue a lot." My wife then responds, "So do I."
So the secret of our success is constructive use of silence!
And with kids, too. When asked for something inappropriate by one of your children, instead of lecturing her or him, just look at them. If you wear glasses, push them down your nose and stare at your offspring over the top, silently. This makes them think about what they just said, often to decide that it was a ridiculous request.
Silence give the other person time to think about what you or they have just said. To inwardly digest the conversation, and arrive at an answer that suits them.
It also gives you time to think, and consider your next step.
The other beauty of silence as a response is it doesn't need further elaboration. You don't have to explain what you said.
Unfortunately, it takes real effort to avoid jumping in with your words of wisdom to fill the void. So practice at home. Next time your someone says something you disagree with, or don't know how to answer, shut up for a while.
It's good training for sales interviews, and you may find out it's far more interesting than anything you might say!
Silence Really Is Golden - To learn more about this author, visit Donald F. Pooley's Website.
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Donald F. Pooley
(Visit Donald's Website)
Don Pooley, the author of this article,
allows you to publish
it if you include these credit lines:
Copyright 2005, Donald F. Pooley, Inc.
Don Pooley CLU, CFP, CHFC, "The
Advisor's Advisor" has shared
his marketing know-how with audiences of
life insurance men
in all major Canadian cities, London,
Australia, Chicago, New
York, San Francisco, Hong Kong, and
Singapore, and now in his
free ezine. To get more ideas on marketing
your services, plus
free ebooks, subscribe now at www.eTIP.ca/
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