PERSUADE: Mastering the Cornerstones... 131 Consistency: Its Own Reward You've established a good rapport with your listener. You've clearly outlined what you need for yourself, and how their contribution to the success of your endeavor will benefit them. You have dropped helpful hints along the way that show you're the right woman or man for the job. And now all your listener wants to know is this: "Can you be trusted to deliver?" This is where consistency comes into play. People don't like surprises when they're dealing with others, they like pre- dictability. Are you the same person every time you meet with them, or do you tend to be moody and capricious? Do you "change your spots" so often that others never know what to expect when they see you? Do people tense up when you enter a room? Nudge colleagues? Roll their eyes or turn away from you? Do they avoid meeting with you altogether--or, even