Five seconds of silence in a sales conversation or pitch meeting can feel like an eternity. Yet learning to “hold the space” could be your most powerful sales tool.
That’s what you need to do when customers and prospects give vague, unspecific answers to your attempts to understand their needs.
With a little courage, there is a very simple technique you can use that will help you elicit the information you need to shape your pitch. Play the video to see how this works.
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