During World War II, the prevailing them for troops was “loose lips sink ships.” This reminder was designed to keep the enemy from knowing their movements and important plans.
In like fashion, being to eager to share all the bells and whistles of your product or service, early in the sales process, can sink a potential close. You must be strategic in what you share…and how you share it. Otherwise, it can undervalue all that you have to offer…
Guarding your words is key to power…
~ Courtesy of The 48 Laws of Power by Robert Greene
In 1825 a new Czar, Nicholas I, ascended the throne of Russia. A rebellion immediately broke out, led by liberals demanding that the country modernize — that its industries and civil structures catch up with the rest of Europe. Brutally crushing this rebellion, (the December Uprising), Nicholas I sentenced one of its leaders, Kondraty Ryleyev, to death.
On the day of the execution Ryleyev stood on the gallows, the noose around his neck. The trapdoor opened — but as Ryleyev dangled, the rope broke, dashing him to the ground. At the time, events like this were considered signs of providence or heavenly will, and a man saved from execution this way was usually pardoned.
As Ryleyev got to his feet, bruised and dirtied but believing his neck had been saved, he called out to the crowd, “You see, in Russia they don’t know how to do anything properly, not even how to make rope!”
A messenger immediately went to the Winter Palace with news of the failed hanging. Vexed by this disappointing turnabout, Nicholas I nevertheless began to sign the pardon. But then: “Did Ryleyev say anything after this miracle?” the Czar asked the messenger. “Sire,” the messenger replied, “he say that in Russia they don’t even know to to make rope.”
“In that case,” said the Czar, “let us prove the contrary,” and he tore up the pardon The next day Ryleyev was hanged again. This time the rope did not break.