Source of Infographic: AMEX OpenForum
5 Ways To Detect Lying Clients
Did you know that reading your client’s verbal and non-verbal clues can tell you where they stand in a transaction? Reading body language is an essential part to telling whether or not a deal is going well or is about to collapse in front of you.
Sometimes clients don’t say what they are feeling, they want to appear that they understand and get it but it is possible that they are lying to you. Watching for nonverbal cues is very important part of business. It is possible for a client to tell you one thing and be nowhere near ready to buy or commit to buying.
The Impact of Being Nonverbal
Nonverbal clues are essential. They come from what the person says, how they react to offers and things you are saying in general. Each person has their own idea of what is fair and what makes sense. If you cross a line and push too hard you could lose a customer.
If a client tells you that they understand but you see that their eyebrows have a crease, one eyebrow is raised and their nose is wrinkled the chances are they do not understand what you are saying. If you don’t slow down and re-propose your offer you may lose this deal.
If your client says that they are signing off on their deal today, yet they are glancing down, frowning and their shoulders drop they are telling you they are unsure and uncomfortable. They need to be reassured and you should ask if there is anything else that you can explain to make things better.
If you present an item that is more expensive and you watch that your raise his brows, he is wide eyed and his mouth is dropping you know he can’t afford what you are proposing, regardless of what he says.
When presenting an offer and you see squinting eyes and nostrils flaring, this customer feels like you are taking advantage of her and the only way you are going to win this deal is to make it fair to both sides.
When you actually have buyers that are ready to buy their upper teeth are exposed, the corners of their mouth is turned up, their eyes are wide, their brows are high and they are smiling, you have won these customers and they are ready to seal the deal and buy.
The idea is to pay attention not just to what they say but to what they do. If you are listening and seeing how they handle the things you present you will be closing the deal and satisfying your customer at the same time. This is a true win-win situation for you and for them. A happy customer will tell their friends.