During a sales presentation, the salesperson, Sabrina, needs to refrain from speaking after asking her customer a difficult ques
tion. Tolerating silence is often important to: provide the customer with an opportunity to end the meeting. encourage the customer to show his or her anxiety. provide the customer time to think. allow the customer to reveal underlying tension. help shift from the intimate to the social zone.
ales is a very difficult area in corporations because it defines if the company makes a sale or not. In Sabrina's case, we can observe that tolerating silence is very good because many times the clients need to evaluate the buy. It is a big step in some cases, therefore the salesperson has to be patient and provide them the time to decide if they want to buy or not. Because pressing them would not be ethical and would look a risk sale in which the client might be in a high probability of defaulting the debt.
Allowing the customer somet time to think would mean having an opportunidy of losing the sale, so she must keep on conversaing with him, but trying to take him to a safer zone in order to relieve him from his anxiety.
