Silence, stillness and selling
This weekend marked Remembrance Sunday, and with Armistice Day on Tuesday, most of us will take a moment to pause. To stand still. To remember.
That pause is powerful. Two minutes of collective silence where the world (mostly) stops; no phone buzzing, no Teams notifications, no background chatter. It’s a rare thing these days.
It got us thinking: maybe silence has more to teach us than we realise, even in sales. Because while the world might reward those who shout the loudest, the best business developers know when to shut up and listen.
Here are this week’s three things on silence, stillness, and selling. Enjoy.
#1. Pause before you pitch
A well-timed pause can be more powerful than any perfectly polished sentence. Silence lets your message land, gives weight to your words, and makes people lean in to hear more.
The trick is to get comfortable with it. Most people panic and rush to fill the gap. Don’t. That tiny space after a strong point is where your audience actually processes what you said.
It’s also a quiet confidence signal: you’re not desperate to fill the air; you’re in control of it.
And don’t forget the pregnant pause, that deliberate moment of silence that allows a key point to sink in. It’s especially effective in presentations, when you want to give people genuine pause for thought. Silence can reinforce your message far more than repetition ever will.
It’s also powerful when you’re asking open questions: “How does that feel?”, “What do you think about that?”, “How might that work for you?” Not everyone reacts instantly. Some people need time to think before they speak. Leaving that silence allows them to do just that. The more reflective your customer, the more valuable the pause becomes.
#2. Listen for what’s not said
“Most people do not listen with the intent to understand; they listen with the intent to reply.”
Stephen Covey
Real listening isn’t about waiting for your turn to talk, it’s decoding what sits underneath. That means watching body language and micro-cues as much as hearing words.
If someone’s shoulders are raised or their movements tight, they’re likely tense. If they suddenly stop gesturing, you may have hit a nerve. Shifting eyes can suggest discomfort or even fibbing, while leaning in or mirroring your posture usually means engagement.
Listen with your eyes as well as your ears. The best business developers are human barometers; they read the emotional weather in the room and adjust accordingly.
#3. Act with intention
When you do speak, make every word work for you. Purposeful communication builds trust.
A simple framework helps:
- Tell them what you’re going to do (set expectations).
- Do what you said you’d do (deliver clearly).
- Summarise what you did (reinforce your message).
And remember, saying fewer things well always beats throwing a hundred ideas at the wall. Be structured, concise, and deliberate. Customers remember clarity, not chaos.
Final thought
“The most important thing in communication is hearing what isn’t said.”
Peter Drucker
Silence isn’t awkward. It’s influence in disguise.
We’re building a team of voice enabled AI assistants to support you with BD activities and allow you to spend more time being human. Interested? We’d love to chat.
