It’s generally a pretty good indication, that if you’re read your Miranda Rights, your legal troubles may be just beginning. Your rights advise you that you have the choice to either remain silent or if you choose to speak, anything you say can and will be used against you. A confession inevitably leads to a prosecution-the question is what are you confessing to when you’re working with a customer? In seconds, customers are sizing you up while you are sizing them down. While they are wondering if you are trustworthy and credible, you’re busy trying to discover if they are serious, buried, and credit worthy, and if you don’t like what you hear, you’re confessing to other salespeople (who are glad by the way) and sales managers that you’re beat before you’ve even had the chance to compete. You’re not a kiosk-if cars sold themselves there would be no need for you and me-likewise, if it were easy, you and I would’ve never scored an interview. The reason why you are selling cars today is because your predecessors either got promoted or couldn’t handle the unrelenting pressure and rejection you face day in and day out and quit to find a job of surety and convenience. Stop confessing to a crime of mini’s and living off of break-even draw checks; instead choose to take advice from your mamma-“If you don’t have anything nice to say, don’t say anything at all.” No matter how overwhelming the evidence may be-albeit a rude, buried, or the delusional expectations of a customer, never profess your guilt of not having a deal. Want an edge in your business? Stop confessing to what you don’t want; keep your mouth shut unless it’s uplifting-even if you don’t truly believe it, profess your desired outcome. Your speech is the fuel to action and you’ll always reap what you spoke. Show me an athlete, who faced a bigger, stronger, quicker, or more talented opponent, murmured self-defeating thoughts, yet still triumphed. David, untested and undersized, took only a sling and 5 stones to do battle with a giant named Goliath- what others professed couldn’t be done, David took action and used what he had to conquer what others wouldn’t.


Are you facing the mountain or is the mountain facing you? Be a worthy opponent-only confess to the crime you wish to found guilty of. Confess to success; Miranda is always right.


I’ll see you next time on the Blacktop.

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Comment by Pat Kirley on March 9, 2013 at 7:02pm
Thank you for your reply, don't worry we're on different time zones.
Comment by Marsh Buice on March 9, 2013 at 6:22pm

Pat, you are right, brother. It really becomes a self-fulfilling prophecy..what you speak is what you why are you mad when you received what you conceived? :) Thanks Pat for your support brother. Sorry it took me so long to respond.

Comment by Pat Kirley on March 8, 2013 at 7:13pm
You are right again; how many times do we hear, this customer is a waster, half a hour later the the same guy tells you, I was right about that guy, of course he was, he wanted to fail and succeeded. You need to go out to succeed and you have got to feel lucky every day.
Thank you.
Comment by Marsh Buice on March 7, 2013 at 8:25pm

Ralph, so true, it becomes a self-fulfilling prophecy- what you talk about you attract. I have a big set of ear phones in my desk drawer so if one of my guys starts telling me whats wrong with a deal, I put the headphones on. I need an opportunity and a car...from there let's make magic. Thanks Ralph for taking the time out to comment, it means alot to me.

Comment by Ralph Paglia on March 7, 2013 at 12:29pm

well said... Reminds me of something Scott Monty wrote last summer about making any type of derogatory or negative statements online.  It is so much better to always choose the positive perspective if the goals include positive outcomes. I cannot adequately describe the frustration I hear in sales professional's voices when they complain about selling so many "mini deals", but I do know that part of the problem is the complaining! 

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