How To Tell When Someone Is Lying

Lying?

Yesterday we discussed 'one' way how to expose a dishonest salesperson.  Today let's look at 'one' technique that may reveal if a person is lying to you.  This is just one facet to consider so please look for other clues like sweaty hands, crackling voice, story switching, before you decide a person is deliberately lying.

Okay, here goes... Two parts make up our brain:  left and right, logical and creative.  With our left side we calculate and store information.  With our right we create and fantasize about the possibilities!  So what, you say, everyone knows that!  Well, here's how to put that information to work for you.

When you ask a direct question the person working out the answer will use the right or left side of the brain to develop the response.  As a job interviewer, when I ask a question that refers to an experience, I want the applicant to draw that information from the 'left' side of the brain. Why? Because that is where the 'stored' memories reside.  If the answer comes from the 'right' side of the noggin then he/she may be making it up!

“Okay, okay, I get it,” you exclaim, “ but how can you tell which side of the brain the person is drawing from?'  Well, here's the secret.  It is common practice for us humans to move our eyes around when we engage in conversation.  When we answer a direct question our eyes usually gravitate to the side of the brain we are using at the time.

An answer drawn from an experience comes from the left side and hypothetical (imaginative) answers stem from the right.  So, when I ask a question that begins with, "Tell me about a time you...) I watch the eyes and take note whether they gravitate to their left or right

Again, combine this observation with other actions and remember there are always exceptions.  Be aware, a good liar can manipulate their eye movement or look straight on to deceive you.

Alright, to help me focus I use ‘my’ left or right to identify what their eyes may be telling me.  When the eyes of an applicant gravitate to 'their' right the eyes are gravitating to 'my' left!  When the eyes go to 'their' left that makes them go to 'my' right.  So why am I now trying to confuse you?  My intent is to make this simple!

When an applicant looks to my Left (his or her right) the answer may be made-up or a Lie.  So the Left means a Lie.  L/L.

When their eyes point to my Right (his or her left) the person recovers information so the response is Right.  So the Right means Right.  R/R.

Have some fun with this.   Obviously this technique gives you great leverage on the sales floor.

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The definition of a chump:

a gullible person, a sucker; someone easily taken advantage of, the target of a scam.

Learn from a former salesperson and trainer how salespeople drive sales. Learn how to keep more money in your pocket where it belongs! There are two ends of every sales stick!  One end cries 'chump.'  The other end boasts 'champ.'  I know which end of the stick I want to be.  How about you?

How to Expose a Dishonest Salesperson

We've learned that 'body language' is important to the success of the professional salesperson.  He or she watches your body language to mark progress and mimics your body language to promote his success.  Not to mention the body language used to put you at ease like keeping side to side eye contact which tells you he's listening.

Okay, here's where you can use your body language to your advantage if you don't want a pushy salesperson to continue with the BS presentation!  If you cross your arms he might go into another phase of salesmanship which when interpreted means he'll have to exaggerate the lie.  You don't want anymore of that!

Here's a secret of psychological sales fencing.  To help ensure the salesperson is being honest just stare direct into the eyes and do not let go.  Do not shift back and forth from eye to eye.  Just stare!  The honest salesperson will regroup!  The dishonest salesperson gets off stride because now you may know he's lying.  Then, for a good time, watch his body language as it goes into 'nervous' mode.

A pushy, honest salesperson is just annoying.  A pushy, dishonest salesperson is just wrong.  This is a good maneuver that keeps more money in your pocket and helps prevent you from later feeling like a chump!

When you've exposed a dishonest salesperson, stop, excuse yourself and walk away.  You've just prevented a confrontation with the ghost called 'buyer's remorse.

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 Next... learn a simple method that helps identify people that lie to you.

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The definition of a chump:  a gullible person, a sucker; someone easily taken advantage of, the target of a scam.  

Learn how salespeople drive sales from a former salesperson and trainer and keep more money in your pocket where it belongs! There are two ends of every sales stick!  One end cries 'chump.'  The other end boasts 'champ.'  I know which end of the stick I want to be.  How about you?

Body Language: A Sales Tool of Manipulation

Body Language

 I must clarify that this post refers to the 'professional' salesperson that you'll run into when making a large purchase like a house, car or yacht.  On the first day of retail the associate watches a video and then goes onto the floor to sell. Sometimes the newbie has to find the rest room when it comes to break time. This ‘take for granted’ attitude is true!  Ask anyone that works, or ever worked, retail about the quantity and quality of training they receive.  The response may amaze you!

 The 'professional' salesperson knows the proper use of Body Language as a client reception signal and a manipulation tool.  Everyone knows that crossing ones arms, or legs when sitting, probably means resistance.  Have you ever tried to prove your point during an argument and the recipient stands there with folded arms?  What does this body language tell you?  Yes, of course... time to regroup and change strategy.

In selling it's the same.  If you're standing there with arms folded during a salesperson's presentation that salesperson will have to regroup and come at you with another strategy.  If this has happened, the salesperson did not spend the time necessary to create a good rapport.  During a sales meeting when asked 'how long does it take to set up a good rapport with an in-house client?'  I said about 20 minutes.  Wrong! Leave me a comment if you know the correct answer.

Okay, so the professional salesperson watches your body language for signs of reception.  He or she notes your eyes, your hands, your arms, your shoulders and so on.  Now notice the body language of the salesperson.  Do you know that he or she receives training on how to mirror 'your' body language?  

It's a psychological trap that we fall into. We relax around the person we're interacting with when that person acts like us.  Take note of this 'professional ploy the next time you're in the sales arena.  When the salesperson reflects your body language you are being softened up for the 'close.'  Which means you may be moments away from buying something you may later regret.

My next post will discuss how to use Body Language to your advantage.

Thanks for sharing this post with your Facebook, Twitter, or e-mail friends!

The definition of a chump:

a gullible person, a sucker; someone easily taken advantage of, the target of a scam.

Learn from a former salesperson and trainer how salespeople drive sales. Learn how to keep more money in your pocket where it belongs! There are two ends of every sales stick!  One end cries 'chump.'  The other end boasts 'champ.'  I know which end of the stick I want to be.  How about you?

The Greeting or Setting the Rapport

Okay, how else do good salespeople drive sales?  After the salesperson engages you in conversation the next step is to establish a good rapport.'  This is done with a smile, of course, and possible compliments (especially when selling in the home) that flatter you, your children, your decor or anything else that may bring a smile to your face.

Don't misunderstand... all this flattery may be true because you are everything nice that's being said.  It's just good to know that salespeople are taught to warm up to you and to do everything possible to allow you to warm up to them.  It makes sense, doesn't it?  I mean, who's going to buy from someone they don't like?

Building a rapport is important because the immediate goal is to gain your trust.  The more you trust the easier it will be to close the sale. First name overuse is a sure sign a salesperson is trying to cozy up with you.  He or she will tell you their name, ask you your name and use it like you've been best buddies for years.  To me it just sounds strange when a stranger uses my name too much.  I'm embarrassed for him because it's obvious he's trying way too hard.

Here's a hint to any salespeople out there... use the name sparingly. Refrain from being too obvious.  It is true... sometimes less is more!

A good salesperson uses body language to its full advantage.  Yours and theirs.  I'll tell you about it in the next post!

Thanks for sharing this post with your Facebook, Twitter, or e-mail friends!

The definition of a chump:  

a gullible person, a sucker; someone easily taken advantage of, the target of a scam.  

Learn how salespeople drive sales from a former salesperson and trainer and keep more money in your pocket where it belongs! There are two ends of every sales stick!  One end cries 'chump.'  The other end boasts 'champ.'  I know which end of the stick I want to be.  How about you?

How To Size Up a Salesperson by The Approach

Okay, here's what goes on in the mind of a 'good' salesperson.  The first step is to engage you in conversation.  This keeps you from answering with a 'no' which shuts down the sales pitch.  If a retail employee asks you if he or she can help you then that person gets pay by the hour and receives no pressure to 'sell.'  You see, that question elicits the standard answer, "No, I'm just looking."  But just when the employee begins to walk away, you ask a question. Have you ever wondered why you say 'no' when asked if you need help?  Here's my interpretation.

Hi, may I help you?"  When an employee asks this question it could mean not enough sales training or they feel overwhelmed with the number of tasks assigned and are eager to get on with their work.  (The largest controllable expense of any company is payroll.  Have you noticed the decrease in employee help these days?  That's because the tasks put on a single employee used to be shared by two or three!)

You, the consumer, responds with "No, I'm just looking!"  Why do you respond that way?  It's because you don't want to be sold, or talked into something you do not want.  However, the truth is you have a couple of questions and 'do' need some help.  This happens millions of times a day in the retail world.

Important!  If you are well-informed and know what product fits your needs, then this is the floor person that will best serve you.  Chances are he or she will be genuine and try to satisfy 'your' needs.

Alright, back to the 'good' salesperson.  The 'good' salesperson that engages you in conversation is ready to pick your pocket to pad theirs.  Don't misunderstand... there are exceptions.  This is just a generalization.  Just be aware that this salesperson is confident, usually knowledgeable and loves to brag about their conquests.

I did it!

 The purpose of this blog is to help 'you' become a savvy consumer and enable 'you' to brag about 'your' conquest.  Doesn't it feel good when you can brag about your 'good deal?'

The point is you must do your research.  Now-a-days with the convenience of the Internet there is no excuse.  If you walk into the selling ring without doing your product research prepare to lose.  You'll limp away having spent more money on features you may never use, pay more for accessories you don't need and later feel like a chump.

 Warning!  If you find yourself 'just looking' and a salesperson tries to engage you in conversation... Do Not Buy Anything that day.  Go home and do your research!  Why be a chump?

 I want to hear from you.  Has anyone experienced buyer's remorse lately?  How about a short story where you tangled with a slick salesperson!  How about some tips and tricks you use when you're confronted by a pushy salesperson.  Please help us all learn how to be savvy consumers and not walk away feeling like a chump!


 
 

Introduction to the Secrets of Retail BS

Where does my money go?

Have you ever left a store after buying something of value and experienced that no-good feeling of “maybe he took advantage of me?”  It happens all the time!  A salesperson may have taken advantage of your ignorance.  A floor associate talked you into buying something more than you had first intended.  A computer repair guy fixes your computer at an excessive price.  And later you asked yourself, "Do I 'really' need all this stuff?"  Maybe you found out later that you could have fixed the computer yourself or bought the accessories somewhere else, and for a whole lot less!  What does that feel like?

Hey, your salesperson was a knowledgeable young man and was trying to help right?  Maybe!  Or maybe not!  How do you know for sure?  Did he or she ask, "may I help you?" Or engage you in a conversation?  That answer alone is a good tip-off whether your salesperson has received proper training to transfer money from your wallet into their commission fund.  Hey, that's what our economy is all about, right?  Sure, but you don't want to feel like a chump every time you buy something of value.

Retailers train their salespeople to set up a good rapport to enhance the sales process. This gets you comfortable and puts your defenses at ease?  Maybe you thought he was just being nice?  And that's just the beginning!  We're all used to the subtle ploys used with the ways products are arranged on the shelf but how about when a salesperson backs you up in a corner?  How did you get there?  Did you pay attention to the questions he asked and the answers you gave?  It's all about the many ploys used to separate you from your hard earned cash.

I have over 30 years in the retail and sales business.  I began by loading lumber in a building materials store, I helped manage two office supply stores, and I even sold cemetery property and radio advertising.  I'm here to educate with information that retailers do not want you to have. In just a few posts you'll never leave the store feeling like a chump!

Start following me now!  This blog promises to disclose what goes on in the backrooms of 'salesdom' and to reveal the secrets of retail.  .  Imagine what it feels like to walk out of a store with your hand raised high in triumph!  It feels good!  It feels damn good!  :)

Thanks for sharing this post with your Facebook, Twitter, or e-mail friends!

The definition of a chump:

a gullible person, a sucker; someone easily taken advantage of, the target of a scam.

Learn from a former salesperson and trainer how salespeople drive sales. Learn how to keep more money in your pocket where it belongs! There are two ends of every sales stick!  One end cries 'chump.'  The other end boasts 'champ.'  I know which end of the stick I want to be.  How about you?