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.