In this episode, I riff off Catherine Brown’s book How Good Humans Sell and connect it to a powerful point from Mike Weinberg’s conversation with Ahsan Wardak: most salespeople aren’t actually selling—they’re presenting.
What separates the pros from the pack?
The pause.
Pauses aren’t awkward—they’re powerful. However, too many salespeople fill the silence, killing the moment when the customer is thinking, trusting, and preparing to reveal what really matters. I break down why learning to hold the pause is one of the most underrated and transformational sales skills—and how to put it into practice starting today.
If you want to be the kind of salesperson who guides rather than pitches, and builds trust rather than transfers information—this one’s for you.
Because sometimes, the most amazing things happen when you wait for them.
Grab a copy of Catherine Brown's book, How Good Humans Sell
Connect to Catherine Brown on LinkedIn https://www.linkedin.com/in/catherineleebrown/
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