Lucas
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Read a Prospect’s Silence and Close the Deal
- Published
- June 24, 2026
- Duration
- 9:45
- Summary source
- description
- Last updated
- Jul 5, 2026
Discusses Lucas and Luna dive into the art of interpreting silence in B2B sales. Rather than fearing dead air …
Summary
Lucas and Luna dive into the art of interpreting silence in B2B sales. Rather than fearing dead air on calls or ghosted emails, top reps treat silence as a signal — and sometimes a closing tool. Lucas breaks down the research from behavioral economist Dan Ariely on how pauses increase purchase intent by up to 20%. Luna shares a real example of a Salesforc…
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Show notes
Lucas and Luna dive into the art of interpreting silence in B2B sales. Rather than fearing dead air on calls or ghosted emails, top reps treat silence as a signal — and sometimes a closing tool. Lucas breaks down the research from behavioral economist Dan Ariely on how pauses increase purchase intent by up to 20%. Luna shares a real example of a Salesforce rep who closed a $2.3 million deal by staying quiet after the final proposal. They discuss the difference between silence that means ‘thinkin