Listen Like a Homicide Detective

While listening to a talk show on the car radio as I battled rush hour traffic, I heard a police officer being interviewed. He is the head of the Homicide Unit in his city and was discussing techniques used to question suspects.

One line was so profound and applicable to sales that I kept repeating it so I wouldn’t forget it: “When a suspect is talking, don’t do or say anything to cause him to stop.” Wow! So true. And, going beyond the surface level shows the actual danger and potential damage here. They don’t just stop talking when you interrupt them—they are also psychologically inhibited from continuing to speak.