You Have The Right To Remain Silent…

On this date, June 13th, 1968, the Supreme Court ruled in Miranda vs. Arizona that criminal suspects had to be informed of their right to remain silent, and their right to legal counsel when questioned by the police. We’ve all seen Miranda rights play out on the TV cop shows to be familiar with them.
Remaining silent prevents you from incriminating yourself by making statements that can easily be misconstrued as a confession of guilt.
Did you know that there are Miranda rights in sales? Yes indeed! You have a right to remain silent, and anything you say, can, and will be used against you by prospects. When you talk too much, the greater the likelihood that you will say something that prospects can use against you.
Remaining silent in any sales negotiation is impossible. However, you can say less, and keep to the point in order to avoid any misperception by prospects. That’s why asking open-ended questions is a great idea for salespeople. The more the prospect talks, the better it is for you.
Salespeople are wise to say as little as possible for maximum effect. That way we can get the prospect to share information and identify the possible need for what we sell. Any prospect that does most of the listening is hardly a qualified prospect at all. Here’s my suggestion… Before every sales call give yourself a little ‘Miranda Warning’. Remember that it’s OK to talk, just be careful how much you say…

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One Response to “You Have The Right To Remain Silent…”

  1. Brian Levandusky Says:

    When you ask for the close the first party that speaks loses

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