Some people can’t tell a lie, others can’t tell the truth, and unfortunately, most people can’t tell the difference. Can you tell when someone is pulling the wool over your eyes? Whether you’re a homicide detective questioning a suspect, a manager interviewing a new agent, or a sales rep making a presentation, your ability to quickly and accurately discern the truth greatly enhances your effectiveness. Fortunately, having the ability to quickly and accurately sort fact from fiction is an important communication skill that can be learned.
Aside from con men and compulsive liars, most people become uncomfortable when telling a lie and unconsciously transmit their deceitful behavior through their body language. While they may sound convincing, a liar’s gestures speak louder than their words. While it’s not always easy to spot deceptive behavior, there are many subtle yet discernable clues that are readily apparent to the trained eye.
Body language is a mixture of movement, posture, and tone of voice. Studies show that nonverbal communication has a much greater impact and reliability than the spoken word. During the selling process it is important to remember that body language is not a one-way street. While you are evaluating your prospect’s body language for signs of honesty and credibility, they are subconsciously observing and reacting to your gestures as well.
See no evil, hear no evil, speak no evil