Holding Your Breath - Part 2

Arty responded with such an insightful comment that it is worth reposting as is so that everybody here sees it.

"The breath analogy is perfect for this. Silence in a sales conversation feels like it lasts ten times longer than it actually does, which is exactly why it works. The buyer's brain needs that space to talk themselves INTO the piece, and every word the seller adds during that pause gives them something to push back against instead. One practical drill that helps: next time you're on the phone with anyone (not even a sales call), after they finish a sentence, count to five in your head before you respond. Do it for a week. You'll be shocked at how fast your comfort with silence builds, and how much more the other person shares when you leave the room for it."

#artsales