5 Ways to Tell if Your Prospect is Lying
When speaking with your prospects, it’s vital you learn as much as you can about them if you would like to provide them with the best possible results. The problem, however, is that your prospects won’t always tell the truth.
It’s much harder to help a lying prospect if you can’t separate true statements from false ones, and you could lose sales as a result. You can combat that problem and improve your sales rate by learning the top five ways to spot lies. You will then be able to get to the truth and connect your prospects with the products or services that match their needs better than the rest.
Create a Relaxing and Welcoming Environment
If getting the truth is one of your main goals, creating a welcoming and relaxing environment is a good place to start. Ensure your office is clean and free of clutter before your meeting takes place if you want to get started in the right direction. Rather than having a clinical setting, use plants, decorations and soft music to set a tone that promotes honest communication.
Watch the Eyes
Looking at the eyes of your prospects is an excellent way to discover if they are trying to lie to you. Most people make at least some eye contact during conversations and interviews, but liars often get scared or shameful and look away. A prospect that keeps looking at the ground or walls could have something to hide.
Watch Hand Movements
The way your prospects move their hands can give you clues about their level of honesty. Watching the hands is a smart way to detect possible deception so that you can take extra steps to invite honest communication. Since lying often makes people feel uneasy, they often cross their arms when they are afraid you might discover the truth. Take a closer look when you notice a client with crossed arms during your conversation.
Listen to Their Words
When telling a lie makes people feel nervous, they often try to overcompensate without realizing it. Look for prospects who keep insisting they are telling the truth even if you have not yet suggested otherwise. If you need to bring more attention to a certain lie so that you can better serve your prospective client, be as graceful about it as you can so that you don’t cause unneeded problems.
Ask for Clarification
People don’t always respond the same as others, so you could get false positives if you are not careful. Asking for clarification before you jump to conclusions can help you avoid awkward situations. Be open to both possibilities and look objectively for the truth when you ask someone to clarify a statement they made. If the person is telling the truth, he will be eager for you to understand what he meant. On the other hand, a liar will likely get even more nervous when she thinks you have discovered her.
Getting the truth from your prospects is essential but won’t always be easy. Learning the top five signs that someone is dishonest will improve your odds of getting the full story when you interview prospective customers. No method or strategy will work every time you use it, but having a plan in place can do wonders to help you connect with and understand each person who comes to you for support.