When the Question Goes Quiet
Recover an explanation midstream by checking the listener's model instead of adding more detail.
The chat stopped. The explanation did not land. Evan needs to recover the explanation without making the regional leads feel exposed. What should he do next? Ask a model-check question: If a customer has a custom renewal clause, which migration path do you think applies? Strong. It turns silence into a low-pressure prediction and reveals which relationship is missing. Repeat the exception logic more slowly and define every pricing term again. Slower can help, but more terms do not fix a missing mental model. This stays in expert-broadcast mode. Move on because no one has asked a question and the…
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