Negotiation
Silence After Pricing: The Moment Most Reps Self-Sabotage
The Scenario
You present price, then rush to explain discounts before the other side reacts.
The Analysis
Filling silence communicates discomfort with your own number. It teaches the counterpart that pressure creates concessions.
The Framework
Quote, Pause, Clarify
Deliver the number cleanly, hold silence, then answer only the objection that is actually voiced.
Practical Application
- Use a calm close: 'The total is $18,000 annually.' Then stop talking.
- Count to three before responding to facial reactions.
- Clarify concerns with: 'Which part feels misaligned right now?'