If you really want to master sales, you have to master something most people are terrified of: Silence. In this week’s episode of COACHED, kevindstclergy and I talk about what happens after you make the recommendation. You stop talking. You don’t rush to fill the space. You don’t start overexplaining. You don’t negotiate against yourself. You don’t panic because 12 seconds suddenly feels like 12 minutes. You WAIT. Because as Kevin explains, you’re making a recommendation, not trying to force a sale. And if you consistently get all the way to the end of a sales conversation only to be met with objection after objection, the problem may have started much earlier in your process. Which brings us back to the premise behind Kevin’s Beyond Blind Blaming Framework: Are you actually solving the right problem? This conversation goes far beyond sales. We talk about listening, cognitive bias, coachability, outside perspective, decision-making and why working harder at the wrong diagnosis...