2 Methods to Unravel When a Client is Lying

Bearing the truth is never easy, mainly when it crushes your expectations. Very few businesses can face the harsh truth that comes their way. The business world also trains people to never be too honest with anyone. Sometimes it is wise to conceal the truth if you feel it can keep you from hurting others.

A typical blunder clients make when being pitched a proposal is that they say yes without the intention of following it through. This results from their inability to say no. As a result, when time progresses, and they have to seal the deal, they start making excuses and telling half-truths to avoid buying anything.

This can be painful for the business. The promise of buying trampled with frequent delays messes with the morale of the salesperson. The newsflash is that you can avoid this. All you would be required to do is read the client’s body language in detail. No matter what their mouth tells you, concentrate more on what their body is communicating.

Read the Client’s Body Language

A common trait of people who are lying is uncomfortable body language. While their words may seem confident, their gestures usually give them away. Body language includes body movement, posture, and tone with which people speak. Thus, when either of these features does not agree with the client’s words, you should know better than to rely on words alone.

One thing you need to remember amidst all this is that while you are analyzing your client’s behavior, they may be doing the same to you. But whatever the case is, the body language never lies.

Read the Eyes

Inability to maintain eye contact and constantly wiggling eyes are proof of lying. Those linked with the law specifically employ this strategy to differentiate between lying and honest culprits.

Regular eye movements include looking to the right when thinking about the future and turning your eyes to the left when thinking about the past. Thus, when you ask a client about their past, and they mess up the direction, it indicates that they are lying.

Other Things to Look Out For

Other more common proofs of lying associated with non-verbal communication are mouth and hand movements. According to a psychological study, a lying person will frequently bring their fingers to their mouth. A similar gesture that indicates a lie is when the client constantly rubs their eyes or touches them. A third gesture that catches lying activities is drilling fingers into the ears.

A salesperson must be on the lookout for all such gesture indications when a client is doing the talking. Not only does this save them from future distress, but it also saves their current time and effort being given to someone likely to scam them.

On the other hand, when a prospect is making all these gestures when the salesperson is talking, it means they doubt the genuity of their words. In such a case, the sales rep must try to sound more confident in gaining the prospect’s trust.