Like most people in sales, I've experienced that moment of awkward silence after asking for the business. The instinct to fill that void is almost overwhelming. Yet the Outgrow system teaches that fighting that instinct may be the key to dramatically improving sales results.
There's a powerful story in Alex Goldfayn's book, Outgrow, about a lumber distribution salesperson who's been using the system for seven years. His most effective technique is the power of silence.
He asks for the sale – "I have 10 trucks of two-by-four that can hit your lumberyard today—do you want me to put these on the truck for you?" – and then he simply stops talking.
The result? "North of 75% of my customers say YES in that silence" he reports.
This approach is counterintuitive. When met with silence, our instinct is to jump in, offer alternatives, backtrack, or answer our own question.
But if we fight our instinct, we leave space for the customer to think, come to a conclusion, or make a decision.
Goldfayn acknowledges that this takes practice and discipline. It’s simple but not easy. Most salespeople report their heart still races during those quiet moments. Yet the data consistently shows that where there's discomfort, there's also opportunity.
Outgrow teaches this technique, and Outgrow advisors work with salespeople until they’re comfortable.
I've started practicing this approach in everyday conversations, and the difference is remarkable. People share more, think deeper, and often arrive at decisions they might not have reached if I'd kept talking.
The Outgrow system suggests counting to ten in your head before speaking after asking for the sale. According to their data, this small change can dramatically improve close rates.
I'm passionate about helping businesses uncover hidden growth opportunities. If you're interested in exploring how the Outgrow approach might uncover untapped potential in your business, I'd love to start a conversation.
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