Here is exactly how you execute it:
First, deliver the punchline. State your price, your conclusion, or your answer. Then close your mouth. If you are on a video call, look directly at the camera. Do not look down at your notes like you are hiding.
Second, let it get uncomfortable. It will feel like an eternity. Your stomach will tighten. Sit with it. The person across from you is feeling the exact same pressure, and they do not have your discipline. They will usually step into the void and tell you exactly what they are thinking.
Third, respond only to the core issue. When you finally speak, do not give a history lesson. Address the friction point in one sentence. Then stop again.
I have seen this a million times in boardrooms. The smartest person in the room is rarely the loudest. They are the person who can sit in an awkward silence without flinching.
The authority will follow. It takes practice. But it follows.
If you are ready to stop talking yourself out of promotions and deals, let’s sharpen your execution.
