I’ve always been fascinated by the advice that goes something like this: “Ask for the order and then shut-up!” Reason: The first person who talks, loses! 
Now, if you’ve heard this alleged wisdom espoused over the years, guess who else has? Of course, your decision-maker.
So what happens? I’ve heard stories about businesspeople who sit in silence for five minutes or longer. Both buyers and sellers are operating under the mistaken fear—that the first one who talks, loses. That’s absurd!
Do you really think, the first person to talk loses if you:
• have developed a cooperative, collaborative relationship
• have progressed positively through the other stages of the business-growth process, i.e., an effective opening, impactful power probes, a dynamic presentation, etc.
• have effectively determined problems to solve, needs to fill or goals to realize
• have involved your decision-makers and they responded favorably to your presentation or product reveal
• have repeatedly stressed the benefits and what your product or service means to them
• have isolated and removed concerns or objections to their total satisfaction
• have conveyed throughout the entire process, that you’ll deliver high perceived-value and help them improve their condition, attain a more favorable future, and now—as part of that natural and positive progression, you seek their commitment
Of course not!
However, just in case your decision-maker hits the mute button and goes silent, here’s a very simple, yet effective strategy.
Look at your buyer, and then with almost a chuckle in your voice, say something like, “You know, this reminds me of something my wise uncle once said, and that’s, “Silence means consent!”
Your decision-maker is likely to smile or laugh as well. Now, you can address their concern, if there really is one—and together, move toward the “yes”!
