They Stand Very Still
If you start paying close attention to people when they are speaking with you, you may notice that it is natural for people to move around a bit. For instance, they may shift their weight from one side to the other or fidget. However, often after telling a lie a person will stop moving and instead stand still. Although this may be an indicator that they are just calm and relaxed, it is more likely that they are this way because they have not been honest with you.
They Repeat the Question
Repeating a question that was asked gives the person some time to think of an answer and to fabricate a lie. Often this pause between the question in the answer also gives the person enough time to rationalize with themselves that it is okay and appropriate to lie. However, the fact of the matter is that most of the questions asked by you in your role as a car salesperson does not require that much thought to be answered.
Please keep in mind that these signs are just meant to give you something to think about when dealing with car buyers. They are not meant to place blame on those in these situations. As mentioned above, we are all unique beings so you may believe that someone is showing a sure sign that they are not being truthful but that may just be their behaviour in this certain situation. The more observant you are and the longer you keep these things in mind, the better you will be at figuring out if you are being lie to. Again, make sure to watch out for changes in behaviour, not certain behaviours in general. Also, although it may be frustrating being lied to, and knowing that this is the case, this doesn’t mean that you should ever accuse someone of doing so. In the end, although it is annoying that they are being dishonest, you are not in a position to make them feel uncomfortable. At the end of the day your goal is to see them drive off in one of your vehicles, so if you decide to point fingers you will be a lot less successful with this goal.
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