🎧 The Science of Silence and Storytelling in First Calls by Lee Salz

🎧 The Science of Silence and Storytelling in First Calls

Why are your deals ghosting you after a great first meeting? Because you missed the crucial step: securing the next meeting while the energy is high.

Elite sales pros understand that buying decisions are more emotional than logical. Ditch the generic, fact-based questions and opt for evocative, storytelling prompts.

Try this instead: Don’t ask, “What’s your biggest pain point?” Ask, “What is that one thing in your business that truly makes you want to pull your hair out?” This question bypasses logic, elicits a story, and reveals the emotional stakes you need to solve.

Furthermore, master the art of silence. When you ask a deep question, resist the urge to fill the gap. Give the prospect time to think and respond thoughtfully.

Finally, never end with “I’ll follow up.” Instead, recommend the logical next step (e.g., a technical deep dive) and send the calendar invite immediately. Take the lead, or lose the deal.

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About Author

Lee Salz

When executives seek solutions to tough sales performance challenges, their search often leads them to Lee Salz. Lee Salz is a world-renowned sales management strategist, keynote speaker, and the award-winning, bestselling author of seven business books, including Sales Differentiation, Sell Different, and his latest, The First Meeting Differentiator: Transforming Sales-Focused Discovery into Client-Centric Consultations. Known as a sales contrarian, he combats old-school, ineffective selling methods and challenges you to think differently about your selling approach. Creator of Sales Differentiation® strategy, Lee guides sales organizations to win more deals at the prices you want® by differentiating what and how you sell. In 2022, the Institute for Sales Excellence named Lee Speaker of the Year, and he was recently named by Global Gurus to their Top 30 Sales Thought Leaders for 2025, ranking him #6 in the world. He has been quoted and featured in The Wall Street Journal, CNN, The New York Times, MSNBC, ABC News, The Business Journals, and numerous other outlets.