Not long ago I had the opportunity to interview Dan Tyre. Dan is the Sales Director of Hubspot. Dan was a guest on the Catalyst Sale Podcast, which I host with Mike Simmons and Mike Conner. Mike Simmons and I did an interview with Dan about sales and during the conversation before we recorded, and sometimes during the interview, I noticed how Dan would insert silence into the conversation.

Mike Simmons and I did an interview with Dan about sales and during the conversation before we recorded, and sometimes during the interview, I noticed how Dan would insert silence into the conversation. Usually, after he asked a question is when he would be silent.

I had to find out more, so this episode of the Jody Maberry Show is all about silence. Dan Tyre explains why he goes silent.

How comfortable are you with silence?

Here are the reasons Dan Tyre uses silence in a conversation;

1. Silence shows you are interested in the response of the person you are talking to.
2. Silence is part of active listening.
3. Silence prevents you from rambling about stuff the other person doesn't care about.

Dan suggests you should be talking only 30% of the time when you are talking to a prospect.