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Tactic #8 - Silence is Golden
Summary: Using silence to get a counterpart
to talk.
When your counterpart is a talker and you want to
learn as much as you can about the product, service, or counterpart
without making any type of commitment, saying nothing and letting your
counterpart do all the talking may be the best tactic. If you do not say
anything, there is nothing for the other person to counter.
Example
A salesperson is making a presentation on his
product. The potential buyer sits and listens to the presentation
without saying anything. The salesperson even asks twice if the buyer
has any questions about the product. Each time the buyer just shakes her
head no.
Counter
The most effective counter for the salesperson
would be Asking an Open-Ended Question like “How do you plan on
utilizing our product?” Or “What features about this product are most
important to you?” Both these questions force the buyer to dialogue.
Without dialogue, it is difficult to build a relationship based on
mutual respect.
This tactic is one of 101 strategies and tactics
featured in The Only Negotiating Guide You'll Ever Need, by Peter
Stark and Jane Flaherty.
To view this month's issue of The Master
Negotiator, the premiere on-line newsletter for negotiators,
follow this link:
The Master Negotiator, Volume 2, Number 4,
Questioning Skills, Part II
To view previous Negotiating Tactics of the Week,
follow this link:
Negotiating Tactics of the Week
Forward to a friend or colleague
To forward this tactic to a friend or colleague
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