Sales Badassery by Frank J. Rumbauskas Jr

Author:Frank J. Rumbauskas, Jr.
Language: eng
Format: epub
ISBN: 9781119546375
Publisher: Wiley
Published: 2018-11-10T00:00:00+00:00

WARNING: Do not attempt to use these techniques in your personal life, especially with your significant other. Everyone has secrets, and if you detect deception when they deny them, your relationship will be in big trouble. Only use these techniques in the world of business and sales.

Objections seem to be the bane of most sales professionals. Entire books have been written on overcoming objections, but how can you possibly overcome an objection if you don’t know if it’s true or if the prospect is lying or throwing out token objections to get rid of you?

For example, the biggest problem objection is price. “We can’t afford it.” “It’s not in our budget.” However, most of the time, price objections are bogus. The prospect is either trying to worm his way out of buying from you, or they’re trying to get a deep discount that isn’t helpful to either you or your company.

Since salespeople struggle with price objections and few are adept at overcoming them, how valuable will it be to know if the price objection is real or not?

That’s where deception detection comes in. The strategies in this chapter were learned from CIA interrogation techniques; those officers are very adept at detecting lies when someone is talking, and what you’re going to learn here is a big picture version of what they do, limited to the techniques that matter most in sales. There are entire books written on this topic.

The polygraph, popularly known as the “lie detector,” doesn’t detect lies at all. What it does is measure breathing, pulse, and sensors to detect sweat on the skin. The actual “lie detection” is done by the polygraph operator, who must interpret what he sees on the graphs and then determine what answers were true and which ones are lies.

Similarly, the techniques I’m about to show you work as well as the polygraph however, just like the polygraph, you will need to interpret and process what comes out of a prospect’s mouth and determine whether that objection is true or if it’s just a stalling tactic—in other words, a lie.

Here’s the glue that holds this all together: When listening and trying to determine if the prospect is lying, you need to ignore and not process truthful statements.

Remember the fact that communication between human beings is both verbal and nonverbal? That means deception can come in either form, so you must listen well, just like any competent sales professional, but you must also look and observe the prospect’s body language.

Furthermore, you cannot rely on just one or the other. We consider that deception may be happening when more than one red flag goes up. And those combined behaviors may be both verbal and nonverbal, so it’s essential to listen well and watch the prospect like a hawk.

Once you see two or more deceptive indicators, you can assume that there’s a high probability that the prospect is lying, and that leaves you with some more work to do—let the prospect talk while you observe. Ask questions to keep the prospect talking.

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