Note · blue + rust
Silence is also information
The harder sales skill begins before an objection becomes language.
This visual · v1
These responses improve S2W’s visual language across this project and approved S2W API surfaces. No visual is replaced or published automatically.
People who sell for a living are trained to listen for objections.
The harder skill is listening when the objection has not become language yet.
A pause can be processing, discomfort, courtesy, calculation or exit. Filling it too quickly makes the seller feel better. That is not always the same thing as helping the buyer decide.
Margin note
The pause belongs to the person still thinking.
Source & provenance
S2W ORIGINAL NOTE
Original S2W editorial object.
- Provenance type
- original observation
- Confidence
- editorial
Did the thought land?
