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Liar, Liar, Pants on Fire

Under the heading of 'human nature' comes lying. Humans lie. Period. Big lies, small lies, lies to spare feelings, lies to spare trouble.

Part of deconstructing human nature so that we can slip into the skin of our prospects and clients is understanding this plain and simple fact of life and detecting when it's happening to us.

As persuaders, we need to learn to detect the truth in order to open doors which may have previously been closed. You may find, unfortunately, that you regret the door has been opened.

I don't allow law enforcement officials of any kind nor do I allow prosecuting attorneys to attend my trainings because of the information that is (in part) in this article.

On one hand, knowing that a person is telling you the truth could be very reassuring. On the other, it's scary to know exactly how much lying goes on.

This was once the province of police detectives and murder mysteries. The information, in the hands of someone who knows how to use it, can help choose the more honorable person to hire, detect trouble in the family early on, sort out an office dispute or give you a leg up if you find yourself in the wrong end of an interview.

Expert interrogators use these types of tactics to determine whether a suspect is telling the truth or not. You can see examples of it on television all the time-Law & Order, NYPD Blue-and in literature from Sherlock Holmes to John Grisham.

Highly trained lie detectors are formidable opponents even if they lack persuasion skills.

Because this is such powerful information and can really be used to manipulate if put in the wrong hands, I'm only able to give a glimpse into these skills in this article and will only go into this in more depth in my seminars and on Elite Coaching Club calls.

This is one such exercise you can practice to learn to determine whether or not a person is lying. . .

Step one: Sit across from a partner to practice.

Step two: Ask your partner three questions which you happen to know the answer to is 'yes'. And then ask three questions which you know their answers will be 'no'.

Step three: Now ask questions you don't know the answers to, but instruct your partner not to to but not to give you the answers.

This part is about paying attention to their nonverbal responses. After you've done a few and noted these responses, ask them to confirm or deny.

Step four: Switch roles. Let them have a turn.

Try this with your prospects when they use the old standby, 'I can't afford it right now.' How can you determine if this is true or not?

If you had the knowledge that they absolutely could afford your product or service, would that help to give you the push you need to move past their resistance and make the sale despite feeble objections?

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Kenrick Cleveland teaches strategies to earn the business of affluent prospects using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion strategies. Get your own completely unique content version of this article.

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