September 14, 2002
What's the next thing that you should do, once you've said, "You'll have to do better than that"? You guessed it. Shut Up! Don't say another word. The other side may just make a concession to you. Salespeople call this the silent close, and they all learn it during the first week that they are in the business. You make your proposal and then shut up. The other person may just say Yes, so it's foolish to say a word until you find out if he or she will or won't.Yes, the silent close, generally far more effective than calling the U.N. a bunch of Nancy-Boys, at least for the first few days.
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