Closing Sales is Easy - Tom Hopkins

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When Doug shouted "SHUT UP,” I dove for cover. That memory is deeply etched into my mind, along with those words.

      Those eight words were the most important element in turning my disastrous sales career into the record-breaking success it soon became. The first time after that training that I tried to ask a closing question and then keep quiet, I was prepared for the prospect's reaction. I expected them to stay silent.

      What I hadn't prepared for was the intensity of my own feelings: The silence felt like wet sand being piled on my chest. My insides were churning, I had to bite the inside of my lip, and concentrate on remaining as still as possible. I was acutely aware of every nerve ending in my body. Finally, the client did decide to invest and I never again dreaded that awful silence after asking a closing question.

      Why is it so important to keep quiet?

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