Different Proposal Types Require Different Approaches

Office cleaning bids and larger contracts often need more time for review, especially if they involve multiple decision-makers. In these cases, silence allows the prospect to weigh the proposal and consult with others before making a decision.

For smaller janitorial jobs or one-time projects, the prospect may be ready to give an answer on the spot. Even here, allowing a few moments of silence helps them process the details and reach a conclusion without feeling rushed.

This same strategy applies when you’re sitting across the table, waiting for a signed agreement. Once you’ve delivered your proposal, stay quiet and give them the space to read, ask questions, and express concerns.

Mastering the Art of Silence

Whether you’re new to sales or a seasoned professional, practicing the art of silence is crucial. Even after 25 years in the industry, I still have to remind myself to pause and let the client take their time.

Here’s why this works:

• Respects the prospect’s process: Giving them time to think shows that you respect their decision-making.
• Builds confidence in your proposal: Silence demonstrates that you believe in the value you’re offering and don’t feel the need to oversell.
• Less is more in sales: Talking less and listening more often leads to better outcomes. Overloading the prospect with