Pause After the Point
Stop for one or two seconds after your main point, a question or a price, and let it land.
Common speaking advice that fits what we know about listener processing, but not directly tested for credibility.
Why it works
Listeners need a moment to take in what you said. Silence after a price shows you are comfortable with it. Rushing to fill the gap sounds like doubt.
How to do it
- Say the point, then count two in your head.
- After you state a price, stay quiet until they speak.
- After you ask a question, wait for the full answer.
- Use a sip of water as a natural pause on stage.
What to say
The fee is 1.5 lakh per role. [pause]
What would it mean for you to have all four territories filled by June? [pause]
Avoid
Filling the silence after a price with a discount or a long justification.
Example
At a board presentation in Kolkata, Swati stated the hiring budget and stopped. The chairman thought for a moment and said: that's fair. Before, she would have added three reasons and an apology.
Practise it
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