How to spot those little white lies and boost your selling skills
How to spot those little white lies and boost your selling skills
According to a survey of a couple of years back, we tell lies at least four times a day. Not great howlers, of course, but little white lies - in some cases to spare people pain and in others to cover up embarrassment.
But when is someone lying? It’s quite valuable to know, whether you are an employer wanted to work out your co-workers, or a sales person wanting to get the full measure or a customer or prospect. So, with thanks to non-verbal behaviour expert Marc Salem of Men’s Health, here are the four most common telltale signs of a fib.
- Concealing your teeth – covering your mouth or coughing a lot while talking is a clue.
- Smiling too quickly or smiling when it’s not appropriate is another indicator.
- A steady gaze.
- Inconsistent behaviour.
Salam said: “A common theme throughout is that any changes in someone’s typical behaviour should serve as a warning sign that something is up. Shifts from the norm are red flags for deceit.”
Sales people who understand and use non-verbal communication to establish rapport, build trust and assess the signals prospects give off without realizing it will open more accounts, sell more and sell more often. It is no longer enough to treat all people the same – we have to be effective at reading the individual and responding appropriately to them.
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