A moment of Silence can be powerful. Sit in silence for a few minutes. What do you notice? Do you feel more peaceful? Do you feel a connection with something bigger than you? Do you relax and calm? Or Does it make you uncomfortable? Many people are uncomfortable with silence. It is why it can be a powerful sales closing or interviewing technique. People want to fill the silence so they will talk about what is on their mind.
By providing pregnant pauses the sales person or interviewer can learn what’s important to someone, why they are considering a product or a job. By letting the person dominate the conversation they will learn how they think and get more insights into that person. In using this technique the sales person or interviewer will get more information than the person was intending…because they will want to fill the silence.
Let’s talk about the phrase…the Pregnant Pause…What is a Pregant Pause? It is just a moment of silence. Consider the idea of pregnant…meaning full of potential, new life and expectancy. This says a moment of silence can provide something new…it has expectations and potential. Barbara Mencer of Business Breakthroughs says…” It (silence) creates an opening …like a blank canvas…an opening for something new, something fresh, something spontaneous and
unplanned to occur. “ Pretty powerful.
Let’s consider the idea of the Silent treatment. How many of you have experienced it or have given it to someone when you were angry or upset? It can be a powerful strategy…everybody hates being deliberately ignored and treated like they don’t exist.
The Amish have the concept of shunning which is ignoring and not communicating with someone until they leave the community. The person is so ignored that they leave.
Silence is used by speakers to draw attention, emphasize a point or let the audience fully digest a point. Silence in a speech is also useful for translators. The next time you are listening to a speech watch how the speaker uses the pauses and moments of silence in making his points and pacing the speech.
In Part II we will explore silence more.