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With some people, it’s easy to tell when they’re thinking. With others, it’s harder to tell when they’re thinking because they just go quiet and work out the decision in their mind. Sometimes you have to give them time to think.
If the employer seems to be deep in thought, assume that they’re trying to figure out how much to offer you and be quiet while they think it through.
As in the Silent Close, don’t say a word and avoid disturbing the interviewer’s thoughts. (See SILENT CLOSE Card)