Communication Skills Tip: Silence Is Golden When Negotiating
In one of my coaching sessions this week, we were discussing the power of silence when presenting ideas. The conversation spilled over into negotiation and we all agreed that we lose power in our deals, interviews and even daily conversations when we respond to our own proposals. Zig Ziglar (listen to Ziglar's podcast on closing skills) is one of the best known experts on sales and he will tell you “the number one reason people may not buy from you is because they don't trust you." People who talk too much can be hard to trust. Especially at the negotiating table. Maybe it is because it seems that they only have their best interest at heart. Even if they are genuine, the overtalking can raise doubts about what's in it for us. In Lanartco's tip of the week June 3, 2009, I mentioned silence as an important component in our negotiations. Too often we fill those white spaces with fillers, repetition or non-essential information. It takes a conscious effort to follow a full stop with an intentional pause. Yet, it is something we all need to do. Whether you are selling yourself in an interview, selling an idea in the boardroom, or selling a product or service to a customer, try silence after your point to gain confidence from your counterparts and watch your negotiations turn for the better. To be added to Lanartco's Communication Performance Tip of the Week, please connect to this link or send your email address to firstname.lastname@example.org.
Labels: Communication Skills Tips