Silent Selling

Silent Selling describes a unique approach, written by a career salesperson, based on field research and the behavioral sciences. The author builds on this work by applying these insights to the real world. The effectiveness of using silence, while letting the customer take the direction of the conversation are the cornerstones of this approach. This book establishes the sincerity, venting, and truth protocol, which the customer must go through for the salesperson to understand where the customer truly stands.

Silent Selling gives specific examples of what to do and what not to do, how to determine if you are talking to the right person, and how to recognize the signs that a sale is not going to happen soon. It outlines how to gracefully extricate yourself from those conversations, while still maintaining access to the customer.