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How to tell if your prospect is lying!
We all like to thing that our prospects are honest and trust worthy. Indeed most are in every area of their lives….except when it comes to dealing with sales people. Knowing how to interpret body language comes in handy in telling whether a prospect is being straight with us or spinning a yarn when they say they cannot afford out product or service. Body Language is the non-verbal communication that occurs throughout all our interpersonal interactions in daily life. Proponents believe that a person expresses more of his real feelings about you through body language. Sixty to eighty percent of the message a person wants to impart to another human being is conveyed through body language. (Our words only communicate seven to 10% of the message.) We may have our own way of telling if someone is lying to us, but psychologists who specialize in research about deception state that no one method is guaranteed to expose a liar. University of California visiting professor of psychology Bella DePaulo notes that it is quite hard to find out if someone is lying or if the person is simply anxious. This is because lying cannot be said to be a distinctive psychological process that possesses clear-cut behavioral signs. Although most people will show signs of lying, some people, are well-practiced at lying – making them difficult to spot. So what should we keep an eye out for when checking if someone is lying? A liar will have a restricted and rigid physical expression, that features less hand and arm movements. A liar will use up less space, with hand, arm and leg movements directed toward himself. Liars do not like to make eye contact with their interrogators. Rather, they will keep touching their mouth, throat, and face with their hands (perhaps scratching behind their ear or their nose.) A liar will probably not use an open hand to touch his chest (or over his heart.) When checking if someone is lying, check if the duration and timing of emotional gestures and emotions occurs normally. Usually, emotion is delayed, is displayed for longer than normal, then suddenly comes to a halt. A person is lying when the timing between words, gestures or expressions, and emotions does not jive. Another way is when the words do not fit the corresponding gesture or expression. A person who is expressing phony emotions will also usually express himself through mouth movements rather than involve his whole face. Sounds complicated but with practice you will soon be able to spot if your prospect really means what they say.
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