Lucas
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Master the Art of Silence in Negotiations
- Published
- June 13, 2026
- Duration
- 13:10
- Summary source
- description
- Last updated
- Jul 5, 2026
Discusses In sales negotiations, the person who talks first after a silence often loses. Lucas and Luna explor…
Summary
In sales negotiations, the person who talks first after a silence often loses. Lucas and Luna explore the neuroscience behind why silence works, with a focus on a study from Harvard Business School showing that negotiators who paused for at least three seconds after an offer achieved 12% better outcomes. They walk through a real-world example—a SaaS deal …
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Show notes
In sales negotiations, the person who talks first after a silence often loses. Lucas and Luna explore the neuroscience behind why silence works, with a focus on a study from Harvard Business School showing that negotiators who paused for at least three seconds after an offer achieved 12% better outcomes. They walk through a real-world example—a SaaS deal where a rep named Jenna lost $50,000 in annual contract value by filling silence with a discount. Then they discuss how to practice silence, in