Say Less To Get More: Embracing The Power Of Silence In Conversation

03/31/25 • 23 min

When was the last time you sat comfortably in silence during a sales conversation?

In this episode, Dan Lappin and Pam Evanson explore the transformative power of giving prospects space to think. You’ll learn:

Why jumping in to fill every pause can cost you valuable insights
Practical techniques for creating space in your conversation, and
How to practice the art of detachment from labeling interactions as "good" or "bad."

This episode will transform how you approach questioning in sales conversations and help you create the ideal conditions for prospects to share what's truly on their minds.

When was the last time you sat comfortably in silence during a sales conversation?

In this episode, Dan Lappin and Pam Evanson explore the transformative power of giving prospects space to think. You’ll learn:

Why jumping in to fill every pause can cost you valuable insights
Practical techniques for creating space in your conversation, and
How to practice the art of detachment from labeling interactions as "good" or "bad."

This episode will transform how you approach questioning in sales conversations and help you create the ideal conditions for prospects to share what's truly on their minds.

Previous Episode

How to Break Inherited Patterns: The Psychology Behind Sales Performance

What hidden patterns from your past might be limiting your sales performance?

In this candid episode, Dan and Kristie share personal stories about how childhood experiences shaped their approach to business conversations. Dan reveals his journey from seeking validation to finding freedom in authentic interactions, while Kristie discusses reframing her view of tension from something negative to a positive force in sales dialogues. Discover how acknowledging and letting go of these inherited patterns can dramatically improve your effectiveness in challenging conversations. Plus, learn why creating positive tension is one of the most valuable services you can provide to prospects and clients.

Next Episode

Your Calendar as an Asset: The Zero-Sum Approach to Time Management

Do you view your calendar as a constraint or an asset?

In this episode, Dan and Pam discuss why your relationship with time is the foundation of high performance. They explore the zero-sum approach to time management, revealing why traditional time blocking doesn't work for most sales professionals and how to build the discipline to stop re-prioritizing in the moment. Learn practical strategies to stop wasting the ample personal time you have available each day and discover why the average employee is only productive for less than 3 hours in an 8-hour day. If you're ready to stop being average and start making real progress toward your goals, this conversation will transform how you think about and use your most valuable resource: time.