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When Prospects Give You the "Silent Treatment"
 
If you've been selling for a while, you've probably had at least one experience in which your prospect suddenly started giving you the "silent treatment."  When this happens, it's natural to feel anxious and confused. You may tell yourself, "It's not as if I'm the one who did anything wrong. I put everything into nurturing the relationship. And how can I rescue the sale if I can't even get them to talk to me?"
There is a pressure-free way to reestablish communication when your prospect starts giving you the "silent treatment." But first, it's important to understand why the situation has happened in the first place.
Most of us who sell get caught up in "hopeium," a comical term that means we focus our hopes and desires on making the sale. But hopeium is a trap, because it impossible for you to keep in mind your most important goal: to learn your prospect's truth. When we fix our minds on the outcome - making the sale - we automatically begin anticipating how the process will go, and we also begin expecting that things will happen as we hope they will.  But if we're in that mindset and our prospect suddenly breaks off ... more

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