Pants On Fire

Hi Persuader,

Under the heading of ‘human nature’ comes lying. Humans lie. Period. Big lies, small lies, lies to spare feelings, lies to spare trouble.

Part of deconstructing human nature so that we can slip into the skin of our prospects and clients is understanding this plain and simple fact of life and detecting when it’s happening to us.

Learning to detect the truth is an enjoyable pursuit that can open doors where they were previously closed. Unfortunately, you may regret that the door has been opened.

This is why I’m going to reveal to you in this article one of the reasons why I will not allow prosecuting attorneys or police officers or detectives or law enforcement of any kind into my trainings.

On one hand, knowing that a person is telling you the truth could be very reassuring. On the other, it’s scary to know exactly how much lying goes on.

This was once the province of police detectives and murder mysteries. The information, in the hands of someone who knows how to use it, can help choose the more honorable person to hire, detect trouble in the family early on, sort out an office dispute or give you a leg up if you find yourself in the wrong end of an interview.

Expert interrogators use these types of tactics to determine whether a suspect is telling the truth or not. You can see examples of it on television all the time—Law & Order, NYPD Blue—and in literature from Sherlock Holmes to John Grisham.

A highly trained person with these skills is a formidable opponent even if they do not have persuasion abilities. And what I can tell you right now is the following:

You’re about to learn one of the reasons why I will not allow prosecuting attorneys or police officers or detectives or law enforcement of any kind into my trainings.

Because this is such powerful information and can really be used to manipulate if put in the wrong hands, I’m only able to give a glimpse into these skills in this article and will only go into this in more depth in my seminars and on Elite Coaching Club calls.

Here’s an exercise that can be used to ascertain whether a person is lying…

Step one: Sit across from a partner to practice.

Step two: Ask him/her three questions that you know will be “yes” answers. Then ask three questions that you know will be “no” answers. Observe their behavior.

Step three: Then ask questions you don’t know the answer to. Instruct your partner not to tell you the answers.

Since they will not reply, you’ll need to read their nonverbal responses. Once you’ve done a few and noted what you think their answers will be, ask them to confirm or deny them.

To take this a step further, have your partner answer you verbally and you can use their nonverbal responses to determine whether they’re telling the truth or not.

Step four:
Switch roles after and have them try this with you.

How could this be used with clients and prospects? How about the old line, ‘I can’t afford it right now.’ Is it true? False?

How could the knowledge that they absolutely can afford it help you to push past the resistance and make the sale, despite their feeble objection?

Until Next Time,

Kenrick E. Cleveland

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Jack Ford - September 26, 2007

Hey Kenrick,

Here is one way I use this to help me sell more:

0) Get rapport right away
1) Calibrate “yes/no”
2) Find out what their situation is(problem/desire)– explore it as much as possible.
2) Elicit their criteria
3) Talk a bit about their business
4) Package and feedback their criteria loaded with a ton of presuppositions and hypnotic language
5) Handle their concerns and confirm the sale

Now, they may still have some “objections”– I don’t call them “objections”– they are just concerns and I use those concerns by:

1)Clarifying them and flushing out their real concerns
2)Bringing their criteria to bear on them and confirming the sale.

Most importantly, calibrating right away when you get together with a client allows you to find out how “real” their concerns are.

By the way, loved your latest salesletter and especially this comment about not making excuses for offering any discounts: “my dog broke his ankle and I had to take him to the vet”

Your thoughts?



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