Pause after you ask for the card
Ask for the decision, then stay quiet.
What it is
Once you have asked for the order ("ask for the card"), stop talking. The silence gives the buyer room to decide. Filling it with more talk often talks them out of buying.
How to use it
- Ask one clear question: "Shall we get you started?"
- Then stay silent, even when it feels long.
- Let them speak first, and respond to what they actually say.
What it sounds like
You: Shall we get you started today?
You: (Silence. Count to ten in your head if you need to.)
Prospect: Yes, let's do it.
Where it goes wrong
Silence is space, not pressure. If they need time, agree when you will speak next.