On call 76 before lunch, I hit mute to grab one sip of water and the prospect goes, ‘Love the efficiency — are you timing me too?’ I pitched the demo in 90 seconds and wrapped with 12 seconds of ACW to spare; anyone else turning hydration into a KPI?
I bake a “sip window” into my script by asking one mid-call check like, “Does that sound fair?” and taking a two-second straw sip while they answer, so no mute clicks give me away. If they hit me with a one-word reply, I stack a quick “What’s the current process on your side?” to stretch the window without dead air. Might be worth mapping those micro-pauses to ACW so hydration doesn’t steal from wrap.