03 Jul Podcast: Confessions Of Two Sales Guys – How Do We Get The Truth From The Client?
People Are More Likely to Give Signs They Are Lying if They’re Comfortable
It may seem counterintuitive, but when people let their guards down they very often make it easier to spot when they’re lying.
7 Tricks to Tell When Your Clients are Lying to You“The more comfortable a person is when speaking with us, the easier it will be to detect the critical nonverbals of discomfort associated with deception. Your goal is to establish high comfort during the early part of any interaction or during “rapport building.” This helps you to establish a baseline of behaviors during that period when the person, hopefully, does not feel threatened.”
The idea is to see what someone is like when they’re relaxed to get a “benchmark” of their body language, verbal style, and tone of voice when they are at ease. This makes it much, much easier to see what questions produce behavior that is not normal for them.