“Silence isn’t awkward. It’s a weapon.”
That’s Alicia talking. And she knows exactly what she’s doing.
She doesn’t rush. She doesn’t fill the gap. She uses silence like a professional negotiator uses a pause — with intent.
“In sales, the strongest voice in the room is the one that knows when to stop talking.”
Why Silence Makes Most Reps Uncomfortable
Most reps equate silence with weakness.
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“Did I say something wrong?”
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“Should I explain more?”
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“Let me just add one more thing…”
And just like that — they lose control of the room.
Silence isn’t absence. It’s pressure. It’s power.
It forces your prospect to react, think, or reveal.
Alicia’s 3 Favorite Moments to Go Silent
1. After Dropping the Price
She says it. Then stops.
No justification. No defense. Just silence.
“For your team, that would be €2.470 per year.”
(Pause. Count to 3.)
The first one who speaks loses the anchor.
2. After a Bold Question
“Who in your company takes the risk if this goes wrong?”
Then she lets it sit. She watches them think.
Uncomfortable? Yes. Effective? Brutally.
3. After Objections Start
She doesn’t interrupt.
She listens. Fully. Quietly.
Because the longer they talk, the clearer their real concern becomes.
“It’s not really about the price… it’s just that we’ve worked with the same broker for years…”
Boom. Truth unlocked.
Alicia’s Zoom Trick
She mutes herself on purpose after key questions.
Not because of background noise. But to force herself to wait.
She can’t jump in. She can’t fill the void.
It makes her sharper, more patient, more dangerous.
Final Hit
You don’t need to talk more.
You need to pause better.
Silence isn’t dead air. It’s sales pressure done right.
Take a breath. Drop the line.
Then shut up.
And watch what happens next.
