---
title: Silence Can Play to Your Advantage
description: Take a look at the times during negotiation meetings you should say nothing.
---

[Selling Energy Blog ](https://www.sellingenergy.com/blog)

# [Silence Can Play to Your Advantage](https://www.sellingenergy.com/blog/silence-can-play-to-your-advantage)

 Written by [Mark Jewell](https://www.sellingenergy.com/blog/author/mark-jewell) | January 10, 2018

Yesterday, I discussed two strategies (see “[Intonation and Silence](https://www.sellingenergy.com/intonation-and-silence/)”) that when used effectively will impact the outcome of the conversation. The power of your question *with a downward intonation* is magnified greatly by silence afterwards. I tell my students that if they themselves feel uncomfortable with silence and feel an urge to break it, they should just take a sip of water, or even apply some lip balm… Your prospect knows that *you’re* not going to be the next one talking with a glass of water or lip balm pressed against your lips. It makes it even more obvious that the prospect will have to fill the silence in the wake of your powerful question.

A *Hubspot* Sales blog titled “5 Times You Absolutely Must Shut Up During Negotiation Conversations” takes a look at times you should say nothing. A few of my favorites are: keeping quiet after you’ve laid out your terms, and don’t begin speaking until your prospect has clearly ended their comment. I highly recommend reading [the entire article ](https://blog.hubspot.com/sales/shut-up-during-negotiation-conversations)so you can see how silence can play to your advantage in a conversation.

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[View full post](https://www.sellingenergy.com/blog/silence-can-play-to-your-advantage)

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