Final answer:
The correct answer is option b) Wait for them to initiate conversation.
Step-by-step explanation:
When addressing a silent prospect, the best approach is to use silence to your advantage. Rather than continuing to ask questions (Keep asking questions), making assumptions (Make assumptions about their preferences), or overwhelming them with options (Present multiple options), it is often more effective to wait for them to initiate conversation (Wait for them to initiate conversation). Silence can be a powerful tool in interviews and sales, as it allows the prospect time to collect their thoughts and often leads to more thoughtful and detailed responses.
Create a working script to help guide the interview or sales process, but be flexible enough to adjust as needed. Use a combination of open and closed questions to facilitate a more natural dialogue flow, providing opportunities for follow-up questions to clarify any incomplete or confusing information. Understanding how to judiciously use silence can lead to answers worth waiting for.