Simply Said by Sullivan Jay;

Author:Sullivan, Jay;
Language: eng
Format: epub
ISBN: 9781119285304
Publisher: John Wiley & Sons, Incorporated
Published: 2016-10-12T00:00:00+00:00

Know When to Skip the Thinking Time Technique

Even in your responses to questions, it’s all about the audience.

How often should you use a thinking time technique? Not every time, but often enough to be facile at it. You’ll appear more conversational in your responses.

When should you not use thinking time techniques? Sometimes it’s not only appropriate to answer questions directly, but it is imperative that you do so. This is especially true when someone raises “attack questions.”

Attack question:

“Aren’t you just ripping off your customers with this gimmick?”

Direct response:

“Absolutely not. This initiative creates more value for our clients.”

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