I absolutely love this post from Jon Steinberg.
Silence has been a trait of every one of my mentors. When you don’t have a response or haven’t formulated your thoughts pausing and saying nothing can be the best and most honest choice. This can be uncomfortable for both you and the person you’re engaging with but it is a must.
Silence prevents you from stating an ill formed or incorrect thought. It also gives others with possible solutions and ideas a chance to step forward. Even in a one on one conversation, just not responding, if you don’t have a response can be the most powerful statement of all. It lets the other person know in a way even the words “I don’t know” can’t achieve that you in fact do not know or haven’t cemented your thinking to the point of making a statement.
In a pitch or sales meeting, it gives your audience a chance to give feedback and move the conversation forward. If you just keep talking, they won’t respond, you’ll conclude and they’ll just thank you and you’ll leave. This is the worst of all pitch meetings.
Less is more. Say more with fewer words. Drop the mic and wait for responses. Keep your meetings tight, pause and ask questions, and allow for silence for them to respond into. One of my partners at BuzzFeed Andy Wiedlin, our Chief Revenue Officer, uses the phrase, “give people the gift of time.” People love salespeople who are short with their pitches, ask a few questions, and end the meeting after 30 or 40 minutes with a thank you and some action items.
My father, a leading New York City residential real estate broker, is also fond of the phrase “cut and run.” When you’re talking to someone at an event or cocktail party, be the one to “cut” the conversation and “run.” After a few minutes of talking say, “it’s been great catching up, I’ll let you get to other people I know you want to say hello to.” The person will appreciate this, they’ll be happy to see you in the future, knowing that you’re not the kind of person who corners them and won’t stop talking.
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