How to Use the 'Golden Silence' Technique to Win Negotiations
by Mike Winters from Lifehacker on (#5N9PH)
I was in a sales call once and, at a pivotal moment, a senior salesperson asked the client if our service fit their needs. There was only silence on the other end of the line. One Mississippi. Two Mississippi. Three Mississippi. Nothing. Maybe the client didn't hear the question? Four Mississippi. Five Mississippi.