Your Miranda Rights in Sales…

One of the greatest problems salespeople have is that we talk too much. It’s been said that the best salespeople are those that have the ‘gift of gab’, or a ‘silver tongue’. Nothing could be further from the truth. The real problem is not so much that we don’t have the ‘gift of gab’, but it’s that we don’t know when to shut up for our own good.
In my ‘Gold Call’ training classes I often read my students their ‘Miranda Rights’ in sales, or their right to remain silent. Exercising the right to remain silent should be at the forefront of any successful sales negotiation. Whatever your sales method, be sure that anything you say can, and will be used against you by prospects. That’s the way the real world works. Prospects wait for you to say something that they can call into question, or challenge you on. And if you’re not prepared, you can ‘incriminate’ yourself by talking too much, say the wrong thing, and destroy an otherwise good opportunity to close a sale.
Here’s a suggestion… Start reading yourself your ‘Miranda Rights’ before every sales call. Each time you speak to a sales prospect just remind yourself beforehand that you have the right to remain silent, and anything you say may be used against you. Be careful about dropping names. Remain cautious about overstating guarantees, and delving into too many of the specifics about the mechanics of how your product works.
Of course it’s OK to talk. Just be careful about what you say, and how much you say to prospects when trying to win their business. Understand that most prospects are waiting for you to trip over your own words. That gives them the perfect opportunity they need to seize control of your sales call. And whoever controls usually wins…

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