Anyone who has ever seen a TV cop show knows what the Miranda Rights are and are familiar with the following sentence:
“You have the right to remain silent. Anything you say can and will be used against you in a court of law.”
The idea here was fairly simple. Criminals and suspects would implicate themselves by talking too much and sharing things that would later come back to haunt them. This concept can work to your advantage as a salesperson. By being thorough in your fact-finding with a Prospect and making notes (mental or physical), you can pick up key details that can be used later during negotiations and when it comes to overcoming objections.
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- Farquharson
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at bill@salesvault.pro or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.