Pants on Fire
by: KenrickCleveland |
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We're human. We lie. We pull out lies when we're in big trouble, or when we're covering something up, or even to spare someone's feelings. It's human nature.
It's a plain and simple fact that we all lie and are lied to. The good news is, we can detect when it's happening to us by deconstructing human nature thereby allowing us to slip into the shoes of our client or prospect.
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.
It's a double edged sword. Knowing a person is telling the truth can be very reassuring. But realizing how often you are lied to can be very scary.
This information was once only know about by detectives and murder mystery writers. In the hands of someone who knows how to use it, this can help sort out family disputes, can help choose the more honorable person to hire, can sort out office disputes or even give you added tools in a job 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.
This is incredibly powerful information which can (and will) be used to manipulate. I am only willing to give a glimpse into these skills in this article and only go in depth in my seminars and classes.
Here's an exercise that can be used to ascertain whether 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: Then ask questions you don't know the answer to. Instruct your partner not to tell you the answers.
Since they will not reply, you'll need to read their nonverbal responses. Once you've done a few and noted what you think their answers will be, ask them to confirm or deny them.
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?
How could the knowledge that they absolutely can afford it help you to push past the resistance and make the sale, despite their feeble objection?
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About the Author
Kenrick Cleveland teaches techniques to earn the business of affluent clients using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion techniques.
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