Handling Awkward Silences – It’s Not Just Being Patient

• After making the recommendation, give the client a moment to think  
  • Don’t guess the reason
• If the silence persists and starts to become awkward, ask if they have any questions for you 
  • The best response to awkward silence is “What questions do you have for me?”
• Don’t make assumptions about what they are thinking. Silence tends to mean that they are processing or thinking, not that you did a bad job 
• Money concerns may come up here, or maybe logistics or scheduling questions, but now you’re having a productive conversation

Discussion:

What tips and tricks have you learned for handling awkward silences?

Why do you think these silences happen?