SHUT UP. 
Thursday, November 21, 2013, 11:02 PM
Posted by Administrator
Most people hate silence and will say something.....anything they can think of, to fill up the silence with noise. Witnesses, left with a few moments between questions (and, intentionally left with those few moments by a questioner who knows this stuff) will say all kinds of things that they never would say in response to a direct question. Silence makes people uncomfortable and their discomfort makes them want to talk and keeps them from auditing what they say.

"So", the car salesperson will say, "do you want to buy the car now?" The smart salesperson will shut up hoping the customer will get uncomfortable in the silence and, after a while spent fidgeting, say "yes". Whoever talks first loses. If the salesperson gets uncomfortable first and says, for example "I'll give you floor mats for free.", the silence will be over, the customer won't be uncomfortable anymore, the moment will be lost and the sale will be gone.

Try it. Ask a question and then shut up....for a long time....and see what the other person says....eventually and when the fidgeting stops. Even after they speak, wait a while and see what else they've got to say. Next time someone does it to you (and, someone will) just sit there...don't speak at all...not until the other person does and no matter how long it takes....see what happens next.

Remember: whoever talks first loses.
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