# How Sales Reps Can Master the Art of Silence in Negotiations

Page: https://stenobird.com/podcast/sales-leadership-with-fexingo-quota-carriers-sales-managers-and-revenue-teams-7871713/how-sales-reps-can-master-the-art-of-silence-in-negotiations
Text version: https://stenobird.com/podcast/sales-leadership-with-fexingo-quota-carriers-sales-managers-and-revenue-teams-7871713/how-sales-reps-can-master-the-art-of-silence-in-negotiations.md
Podcast: [Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams](https://stenobird.com/podcast/sales-leadership-with-fexingo-quota-carriers-sales-managers-and-revenue-teams-7871713)
Published: 2026-06-13T05:47:14+00:00
Episode link: https://audio.fexingo.com/business/sales-leadership/episode-0049.mp3
Audio file: https://audio.fexingo.com/business/sales-leadership/episode-0049.mp3
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JSON: https://stenobird.com/v1/public/podcasts/sales-leadership-with-fexingo-quota-carriers-sales-managers-and-revenue-teams-7871713/episodes/how-sales-reps-can-master-the-art-of-silence-in-negotiations
Duration seconds: 790

## Resource

In sales negotiations, the person who talks first after a silence often loses. Lucas and Luna explore the neuroscience behind why silence works, with a focus on a study from Harvard Business School showing that negotiators who paused for at least three seconds after an offer achieved 12% better outcomes. They walk through a real-world example—a SaaS deal where a rep named Jenna lost $50,000 in annual contract value by filling silence with a discount. Then they discuss how to practice silence, including a technique called the 'pregnant pause' from Chris Voss's 'Never Split the Difference,' and how to apply it across email, Zoom, and in-person settings. The episode ends with a debate on whether silence works in low-trust transactions like used-car sales. No clickbait, just one concrete tactic backed by data. #SalesNegotiation #SilenceInSales #ActiveListening #SalesPsychology #SalesTechniques #ChrisVoss #NeverSplitTheDifference #Business #SalesLeadership #SaaS #NegotiationSkills #SalesStrategy #SalesTips #HarvardBusinessReview #FexingoBusiness #BusinessPodcast #SalesTraining #RevenueTeams Keep every episode free: buymeacoffee.com/fexingo

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