Articles Tagged ‘Lying’

Liar Liar Pants on Fire

Thursday, December 20th, 2012

The old sales adage goes like this, “buyers are liars”…

Are they really? Well, yes. Especially in Indiana where everyone is “Hoosier nice”.

Instead of telling you ‘no’ (or anything else you don’t want to hear), people will just walk away and do something different than what they told you they were going to do.

A lie.

Our job as salespeople is to dig out the truth and help your clients get what they want.

My friend Larry was telling a big bold-faced lie of a tale to a group of us one day. When he was done, our manager said, “did you guys notice Larry’s tell?”

Confused, we all looked to our manager for an explanation as he said, “every time Larry lies, he touches his ear!”

Everyone makes slight physical movements when they lie. Here are a few that you may be able to catch in some of your clients:

1. Nose rubbing or mouth covering – People tend to shroud their mouth when it isn’t telling the truth.

2. Looking up – When someone is remembering or imagining details, they typically look up. Is your client imagining something new, or telling you the truth?

3. Gulp – Watch your clients Adam’s apple. They will gulp hard after telling a lie.

4. Soothing – How do you touch a baby when they’re crying? You stroke their back. Liars will stroke their hand, arm, or leg when telling a fib to subconsciously soothe themselves.

After identifying a potential lie, don’t “out” your customer. Just know that you now have permission to challenge them to make higher level decisions based on the fact that you know they aren’t being completely honest with you.

What are some other “tells” you have noticed in lying buyers?

Jamar Cobb-Dennard

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