Marketplace Proverbs & Coffee With Ernie

Some of the costliest mistakes aren’t what we failed to say—but what we couldn’t stop saying.“Do you see someone who speaks in haste? There is more hope for a fool than for them.” — Proverbs 29:20 NIVJon’s Experience Early in his career, my co-author and friend Jon Klutier struggled to read the room. Once he started his pitch, he kept rolling—ignoring body language and burning through air like a train with no brakes.Then he traveled with a new supervisor and watched a pro at work—a few words, strong questions, a real connection, and signed orders. Between calls, Jon asked a thousand questions. By week’s end, he was running the pitch with a new rhythm. It became his busiest order-writing week ever.The key lesson he carried home? Respect the uncomfortable silence.Not “he who talks first loses.” That’s too shallow. It’s this: the pause is where the customer thinks, weighs value, and moves toward a decision. Jump in too soon and you break their concentration—and possibly the deal. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit marketplaceproverbs.substack.com