Fwd: Lie Detector Selling

---------- Forwarded message ----------
From: "Mark's Morning Motivation" <motivation@chattertonworld.com>
Date: 30 Jun 2014 06:23
Subject: Lie Detector Selling
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Cc:

Did you know that only 54% of lies are accurately detected, and that the average person lies 3 times every ten minutes of a conversation?!

Human Behaviour expert Patrick Wanis explains that while emotions like anger, contempt, fear, disgust, happiness, sadness and surprise are easily recognizable on people's faces, lies are not.

So, how we can detect lies told by prospects and clients to help them with their life insurance buying decisions?  Because lies can be about emotions like guilt, shame, regret or other suppressed emotions, and because our brain automatically sends a signal to the muscle in our face when we experience an emotion, the brain signal is immediately reflected in the expression on our face, no matter how small. Wanis says "I t is as if the brain is rebelling against the lie and it is doing so via the body by our involuntary micro-expressions. Even if our tone and facial expression are in sync with the words, the body will unknowingly and involuntarily do something else like:

• nod their head in a manner opposite to what are verbally saying (nodding yes but saying no)
• use their fingers to block their mouth almost immediately after having spoken their words
• claim innocence but then gaze down (as if in shame or guilt)
• touch or rub their nose or eyes or pull on their ear lobe
• blink their eyes at an extremely fast rate
• cough
• curl their mouth or wrinkle their nose
• fidget with their feet or kick out with their feet
• their pupils dilate due to increased tension, excitement or concentration
• never answer the actual question; instead they deflect or ask another
• try to change the subject and relax or become happier when subject is changed
• respond with deliberate, carefully delivered answers
• respond very slowly if they are caught by surprise
• respond very quickly (if they have had a chance to rehearse their answer)
• less hand gestures than are usually used to illustrate a speech or point (when you choose your words carefully, your hand movements go down or decrease)
• shift their gaze and won't look you in the eyes, OR stare you in the eyes for far too long
• fake a smile in an attempt to deceive (a real smile reveals the teeth and crinkles the corners of the eyes, almost showing 'crow's feet')
• put their hands in their pockets (a gesture that indicates the desire to hide something or escape)"

How can you use the above information to help you prospects and clients with their insurance buying needs and decisions?  One way is by giving them time to work through some questions and their feelings about their answers before you meet with them.  Insurance Know How™   Policy Owner's Life and Living Benefits Review Guide does just that when you send it in advance of your meeting.  Questions / statements about everyday uses of life insurance that they may or may not remember you mentioning to them like "Fund a long term income need for a disabled dependent" means this guide becomes your silent sales partner!  And now armed with the behavioral lie detector information above you will be able to go through your insurance sales and policy review meetings able to recognize areas on incongruence and handle accordingly.