What Is Tactical Patience?

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As the meeting leader, it’s critical that you have time on your calendar the week prior for “meeting preparation” so that you don’t find yourself underprepared and running virtual team meetings that could have been emails.The Magic of Silence
By practicing tactical patience, you will be able to connect to your prospect and fulfill their insatiable human need to feel important. These two discovery calls show the impact of letting your prospect do the talking.

I read an article the other day by Bill Murphy, Jr. In it, he outlines several habits you can create in order to elevate your Emotional Intelligence (EQ). While all the habits are great, one, in particular, stood out to me—tactical patience.

The definition of tactical patience is the turkey telegram data intentional delaying of a response. This can occur in an asynchronous (think “one-way” communication such as email, social, etc.) or synchronous (think “bi-directional” exchanges such as telephone or in-person) way.

The two following discovery call examples showcase the power of delaying a response in order to engage your prospect.

Don’t Answer Your Own Questions
I was listening to a recording with a sales manager of one of his salespeople conducting a discovery call.

The salesperson spoke 80% of the time and it was apparent that the prospect couldn’t get a word in. In fact, after the salesperson would ask a question, he’d immediately follow with another question. The prospect couldn’t even answer the first question!

At one point, the salesperson asked a phenomenal open-ended question which was obviously causing the prospect to “think” about his reply. For a moment, silence kicked in.

Before the prospect could thoughtfully respond, the salesperson filled the silence by essentially answering his own question. I asked the sales manager if there was an opportunity with this prospect. He said no. I could have guessed that.