Stop talking? Yes, stop talking. Too many times people will talk people into something then talk them right back out of it because they keep on talking. Whether it’s a sale of some kind or getting someone to agree to do something, you have to stop talking long enough to give them time to process what you said.
People don’t like to do that because they may get a rejection. They don’t want to hear the rejection so they think if they keep on talking that won’t give the other person time to object to what they are offering or asking. You might not consciously think that but excitement or nervousness often times causes that kind of reaction.
I became a Mary Kay Consultant back in the late 80’s to help get over my fear of speaking in front of people. Yes, I used to be petrified to speak in front of people. When I first started holding skin care classes I was nervous about closing the sale. When it was time to close the sale I would talk and talk and talk. People I was talking to wouldn’t buy and people waiting to buy got tired of waiting because I wouldn’t shut up with the client I was with! I needed to STOP TALKING!
Silence is a powerful tool. Someone will fill the space. Getting comfortable with the discomfort of silence is one of the most powerful tools you can use in negotiation. If you can get comfortable with the discomfort of silence, put your point or request out there and then, don’t say a word until the other party speaks, it will go a long way to your success in negotiation.
There is truth to the adage that he or she who speaks next will concede in the negotiation. (aka “he or she who speaks next loses”)
Stop Talking. Simple, but not easy. You’ve got this!
See you next week!
Eldonna Lewis Fernandez, MSgt USAF Retired