Prospects sometimes lie, but their body language always tells the truth!

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During the selling process, some people have difficulty saying “no” and will actually tell you that they are interested in order to avoid potential conflict. As the pressure of making a decision builds, prospects will frequently use half-truths or lies to either stall or disengage from the selling sequence.

While their words say “yes,” their body language indicates “no.” By being able to recognize the inconsistency between your prospect’s words and his or her gestures, it is often possible to flush out their concerns, overcome their objections and make the sale. This is why it is so important to know when prospects are lying to you.

When Prospects Lie, Their Body Language Tells the Truth
Aside from con men, compulsive liars and some politicians, most people become uncomfortable when telling a lie and transmit their deceitful behavior through their body language. While they may sound convincing, their gestures speak louder than their words. Consequently, they reveal their deceit nonverbally.

Body language is a mixture of movement, posture and tone of voice. Studies show that nonverbal communication has a much greater impact and reliability than the spoken word. Therefore, if a person’s words are incongruent with his or her body language gestures, you would be wise to rely on the body language as a more accurate reflection of their true feelings.

During the selling process it’s important to remember china telegram data that body language is not a one-way street. While you’re evaluating your prospect’s body language for signs of honesty and credibility, he or she is subconsciously observing and reacting to your gestures as well.


The Eyes Will Let You Know When a Prospect is Lying to You
Eye movement is reliable indication of deceit. Law enforcement personnel and customs agents are trained to routinely monitor eye movement during interviews.

It’s normal for a person to look up to his or her left when thinking about the past and up to the right when thinking about the future. But, if you ask a person a question from his or her past and they look up to their right, they’re making up a response.

See No Evil – Hear No Evil – Speak No Evil
Eye, nose and mouth movement, along with hand gestures, are the four major nonverbal cues associated with lying. The statue of the Three Wise Monkeys accurately depicts the primary hand-to-face gestures associated with deceit.