Get them to listen, avoid conflict, keep it vague, and remember: “They can’t say no to something that isn’t there.” Another example of how lessons in persuasion can be found on Broadway.
That Pulitzer Prize-winning 1984 David Mamet classic is a taut drama about ruthless real estate salesmen. (A Broadway revival, now in previews, is set to open next month.) It’s also a master class in the art of persuasion. Anyone in sales could benefit from studying the rhetoric of the charismatic Ricky Roma (played in this production by Bobby Cannavale). In a script intricate with staccato, he sometimes seems to be the only character confident enough to speak in complete sentences.