Play the Pauses

play the pauses

Damian Saunders is one of the best sales leaders, who gets a lot of coaching done with a few words.

Today he said, “It is important to play the pauses.”

He explained that one of his prior sales team members was an accomplished pianist and a relative of Johann Strauss, who said great pianists learn not just to play the notes, but to play the pauses. As he was mastering sales, the pianist realized the best salespeople also play the pauses.

Damian was commenting on a superb performance by Phil Galardi, who indeed, asks great questions and “plays the pauses.”

The pause may feel uncomfortable to you.

The pause doesn’t feel awkward to the buyer, because you asked a great question and they are involved in an internal dialogue.

On the other side of a pause is revelation.