Ask the Closing Question, then Shut Up and Wait

by Jade Handy on October 14, 2011

When in position to close a sale, ask the closing question, then shut up and wait.  Wait for the prospect to respond.  The first person to talk, owns the product or service.

Even if you are not in sales, this applies to persuasion in general.  A lot of times after asking a question, you need to give the person time to fully process your request before responding.  I mean that more strategically than it no-sh__ way it sounds.

Tom Hopkins backs this up on his blog.  Not to mention, numerous books of his (all very good, btw.)

“The eight most important words in the art of closing as taught to me by my mentor, J. Douglas Edwards, are these: Whenever you ask a closing question, shut up!

Here’s why.  Everyone, yes, everyone, gives this very same advice.  I have never heard a contradictory piece of advice.  Therefore, you can take it to the bank.



Here are other excellent blogs talking about J. Douglas Edwards:

Here’s a website on closing technical products:

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