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Attract the Right Job or Clientele:

The Silent Advantage for Business Growth

In the corporate sales arena, most salespeople embrace almost non-stop talking to prove their point and earn the sale. But time and again, that proves to be one of the worst strategies of all. You may wonder how a businessperson can gain business by being silent. Our blog offers insights on ‘the silent advantage for business growth.’

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The Silent Advantage

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Story Sharing

Today, I had the opportunity to speak with another, once again proving the words of the song, ‘Silence is Golden,’ Silence is golden, but my eyes still see.” The lyrics are 100% accurate, as we silence ourselves when we allow others to speak, for much reveals itself during the entire experience. 

Initially, our conversation was casual as we were getting to know one another; however, I only did a small percentage of the talking as I listened and observed. The person gave me the in-depth history behind the Dodgers’ move from Brooklyn to Los Angeles. The story from the New York perspective was fascinating, as I wasn’t familiar with it. And then I shared a brief sales-related story about negotiating with ticket ‘scalpers’ to secure excellent seats in San Francisco, at a ridiculously low price, for a group of older gentlemen.

Observation Leads to Questions

However, curiosity took over as I am highly observant, and I watched every movement – facial and body – as the woman spoke. Her hand movements were continual, particularly with her left hand. I stopped the conversation to inquire if she was left-handed. Next, I looked at her face to realize and confirm that she has green eyes. 

Professional salespeople do their best to connect the dots with those with whom they have a conversation. I let the woman know that I share similar traits. Moreover, a recent article revealed that our type, green-eyed and left-handed, only represents 2% of the global population. Accordingly, we tend to approach conversations and life a bit differently, often requiring our silence that we can use to our advantage. 

The advantage is a combination of observation, careful listening, asking deep questions, and continuing with the Q&A until everything stated is understood and a better way forward becomes apparent. The process from a sales perspective removes all doubt that ‘silence is golden.’ 

The Stunning Question Asked of Me

My new friend is an active member of our community. Her previous government work and experience of living in many areas gave her expertise on many levels. To my delight, she was taken in by my observations and questions, rather than talking. But then, I became the one ‘taken in!’

After all the years of needing to defend and prove my self-worth in the corporate world, my new friend asked if I have an interest in becoming a member of the Board for the community. She then gave the reasoning behind her question. Admiration was hers through my careful listening and observations, which allowed her to ask meaningful questions. 

The professional sales style of listening and observing to ask insightful questions consistently applies to business and personal matters, leading to results beyond our expectations. While I was taken aback and was flattered, I graciously turned down the offer with a brief explanation concerning my community service work via the blog created to help readers advance their careers and businesses.

Negotiation Begins with Listening

Silence during business negotiations is vital to gain a deeper understanding of what others are thinking by asking them in-depth questions, including ones about their prior experience. Moreover, one stands out when they admit fully to not understanding an answer and request more insights. By not attempting to push a sale, one stands out as a person who is striving to do their best on behalf of the prospective client.

Conclusion: The Silent Advantage for Business Growth

One can liken my conversation to the sales process, as it ended in my being offered a prestigious spot on the Board. But everyone has their limits concerning time, interests, and talent. Although I was stunned and flattered, I knew it wasn’t for me. However, I smiled knowing that my sales process works on multiple levels. Embrace silence to ask targeted questions!

For more Insights, visit Elinor’s Amazon Author Page

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Sales Tips: The Silent Advantage for Business Growth

1. Commit to your long-term vision for accomplishment(s). 
2. Always keep long-term goals in mind upon renewing logistics and contracts while working for the greater good and for everyone to feel the ‘win.’
3. With client goals, priorities, and values in mind, plus yours, ask questions to hear them out and verify the better path forward.
4. Ask your clientele whether they have concerns about doing business and how they see you potentially working together.
5. Never underestimate anyone’s novel ideas; remember that each person and country operates differently.
6. Share favorite learning moments with peers and current clients to improve client engagement.
7. Habitually seek out new ways to improve engagement for business growth.
8. At the end of all communications, ask team members involved if they have questions to ensure clarification.
9. ‘Don’t give up – find a better way!’
10. Celebrate Success!

Today’s insights are provided to help you achieve the Smooth Sale!

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