When to use it?
After deploying the Utility Close and the merchant asking for you to repeat the terms (you’ve already described.)
What does it sound like?
Describe the terms again and then shut up (until the merchant jumps back in).
So, basically, silence.
How it works?
You are describing the terms of the product once again, slower this time, so all can be completely heard, understood and processed.
Then you are deliberately stopping to talk, in anticipation of a favorable response from the buyer.
There is an old saying in sales that goes “he who speaks first loses.”
Now, there is value in this old saying, but it is a bit outdated for us because if we are truly Funding Pros, and advising them through their Key Business Outcomes, no one loses.
Only win-wins all the way around. To update this old trope, “he who jumps in to break the silence with sound first is the most eager to make a deal at that time.”
Why it works?