In graphic design, white space is a critical concept to understand.
White space is just empty space within a design.
The importance of white space is that it helps organize, emphasize, and add meaning to the design.
In other words, what’s not there is just as important as what is there.
It may seem counterintuitive, but the same is true in sales conversations.
Instead of filling all of the available space with talking, it makes sense to fill some of it with silence. Preserve the void.
By using silence when you sell, you afford your potential clients time to think about the things you have said. They have time to process, understand, and respond.
By using silence, you’re politely prompting them to fill the void.
And by using silence, the weight of your words increase, especially if they’re delivered in a no-nonsense way.
Whereas as too many words can be construed as defensiveness or desperation, silence creates authority.
Silence can be just as powerful as talking. Use it wisely.
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