The Truth About Lying

Some people can't tell a lie, others can't tell the truth and unfortunately, most people can't tell the difference.

Can you tell when someone is pulling the wool over your eyes?

准确辨别真相

Whether you're an attorney selecting a jury, a manager interviewing a new agent or a salesperson making a presentation, your ability to quickly and accurately discern the truth greatly enhances your effectiveness.

Fortunately, having the ability to sort fact from fiction is an important communication skill that can be learnt.

骗子

除了骗子，强迫性骗子和一些政治家，大多数人在讲述谎言时会感到不舒服，并通过他们的肢体语言传播他们的欺骗行为。

虽然他们听起来很有说服力，但他们的手势比言语更能说明问题。

因此，他们揭示了他们的欺骗性。

While it's not always easy to spot deceptive behaviour, there are many subtle yet discernible clues to the trained eye.

身体语言

Body language is a mixture of movement, posture and tone of voice.

研究表明，非语言通信具有比口语的更大的影响和可靠性。

不一致

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.

在销售过程中，重要的是要记住肢体语言不是单向街道。

在您评估您的前景的肢体语言的符号，他或她也潜意识地观察和对您的手势作出反应。

有些人无法处理真相

真相有时会伤人，很少有生意或人际关系能在完全诚实的严酷现实中幸存下来。

虽然诚实肯定是最好的政策，但事实是，在我们日常遇到时，完全诚实并不总是外交或社会上可接受的。

饶恕感情

为了避免他人的感受，我们已经了解了讲述半真半假，菲布斯和白色的有用性。

在销售过程中，有些人难以说“不”，实际上会告诉你他们有兴趣，以避免潜在的冲突。

Half-Truths

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 your prospect's words say "yes," his or her body language indicates "no way."

By being able to recognise the inconsistency between your prospect's words and his or her gestures, it is often possible to flush out concerns, overcome their objections and make the sale.

看不到邪恶，听不到邪恶，不要说邪恶

眼睛、鼻子和嘴巴的运动，以及手势，是与说谎有关的四个主要的非言语线索。

三个明智的猴子的雕像准确地描绘了与欺骗相关的主要手掌。

仅够糊口的

When a person is doubtful or lying, they'll often use their fingers to block their mouth as if they were filtering their words.

这种手部口感姿态通常被称为“说不出邪恶”。

眼睛抚摸

与欺骗相关的二手姿态被称为“看不到邪恶”，当一个人摩擦或触及他们的眼睛时发生。

触耳

The third-hand gesture "hear no evil" is displayed when a person covers or drills a finger into their ear(s).

欺骗指标

如果人们在谈话的同时使用其中一个手势，它表明他们是欺骗性的。

另一方面，如果他们正在展示其中一个手势，而其他人在谈论它表明他们怀疑所说的真实性。

Red Flags

这三种姿态应该被视为危险信号。

When you encounter one of these gestures during your presentation, it is a good idea to gently probe the subject matter with open-ended questions to encourage your prospect to voice his or her concern.