Hey Niepodam,

One of the most powerful things a seller can say during a negotiation is...

Nothing.

Let me explain.

I was shadowing a rep during a pricing conversation. 

The buyer said: “That’s higher than I expected…”

The rep panicked, and jumped in with: “Uh, we could probably do 15% off… or maybe I can talk to my manager?”

The buyer hadn’t even asked for a discount.

But because the rep was uncomfortable in the silence, she gave away margin she didn’t need to.

What we worked on next was simple but transformative:

It’s called: The Confident Close Pause.

Here’s the exact 3-line framework I coached her on: