Sales Pitch Tips From Comedians: Always Pause After Delivering Price

Why is sitting in uncomfortable silence so hard?

Early in my sales career, delivering an investment estimate to a prospect was the hardest part of the pitch.

I didn’t have the guts to pause for even one second to hear their reaction. I was too insecure that we were too expensive.

Over the years I’ve learned 2 things the hard way:

1 – Price is only an issue in the absence of value. Don’t assume. Do a better job asking the right questions during discovery to uncover and clearly communicate the value your solution brings.

2 – After you deliver an investment estimate ALWAYS pause… and wait for a reaction. If you can sit in the uncomfortable silence, you’ll be rewarded with valuable feedback as to where you stand.

What’s the hardest number you’ve ever had to deliver during a sales pitch?