The Golden Silence. The popular conception is that sales people have the gift of the gab and never shut up. Well here’s an old tactic that works by reversing that. If you’ve been flogging your heart out with a difficult client and still can’t flog them the product, try just staying quiet for few minutes. Take out some notes or just stare into space. This gives your client a breather and more importantly, it’s a chance for them to take to take the initiative.