Lucas
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Top Reps Use Silence as a Closing Tactic
- Published
- August 1, 2026
- Duration
- 11:04
- Summary source
- description
- Last updated
- Aug 19, 2026
Discusses Silence is one of the most powerful tools in a sales conversation, yet most reps are terrified of it…
Summary
Silence is one of the most powerful tools in a sales conversation, yet most reps are terrified of it. In this episode, Lucas and Luna explore how top performers use strategic pauses to control the pace, unearth objections, and let the prospect process. They break down the psychology of why silence makes us uncomfortable, the difference between an awkward …
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Show notes
Silence is one of the most powerful tools in a sales conversation, yet most reps are terrified of it. In this episode, Lucas and Luna explore how top performers use strategic pauses to control the pace, unearth objections, and let the prospect process. They break down the psychology of why silence makes us uncomfortable, the difference between an awkward pause and a powerful one, and practical techniques like the 'post-salary silence' and 'pregnant pause' in action. Drawing on a real-world examp