The Art of Persuasion (Collection)

Don’t Go on About It

So you’ve finally made it to the all-important meeting. You’re sitting across from your boss—or whoever—and you’re actually asking for what you want. You’re making a clear case, putting across your three key points, and showing him why he wants to say yes.

When you get to the end of your rehearsed spiel, you pause. They’re thinking about it. They don’t react at once. So you take advantage of the pause to add another point, and then another, and another... Stop! Rewind! No, no, no—once you’ve said everything that needs to be said, shut up. Wait for them to speak next. The onus is on them, so if he doesn’t feel uncomfortable, you shouldn’t.

The thing is, when you start speaking again the very least you do is interrupt their ...