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SEPTEMBER 2012





Can You Spot A Liar?

Mary Redmond

Most individuals pride themselves in their ability to "read" their customers body language. However, the price can be expensive if we mistake "honest eyes" for "lying eyes" and offend a prospect.

"The eyes are the mirror to the soul," is a quote attributed to Cicero during his lifetime (106-43B.C.). The phrase may be romantic but it's untrue. People and their lovely baby-blues lie too.

Depending on the home you were raised in, you may have learned at a young age to disguise your true thoughts and feeling. Some parents threatened corporal punishment if they perceive a child won't look them in the eyes. Veteran police interrogators attest to the fact that they often face liars who mask their guilt with strong, unflinching eye contact.

Blinking
There are a few eye "tells" that may be good indicators of an individual's inner thoughts. Blinking at a rapid pace can be a sign of nervousness, inner stress, personal strife and even poor self-confidence. The average conversational blink rate is between 12 and 20 blinks per minute.

In this year's Presidential campaign, candidate Santorum had a blink rate twice that of his nearest rival, Mitt Romney in the Florida debates. Rapid blinking from politicians can result in lost votes. Blinking might even mean a guilty verdict in a court case because jurors thought the suspect "looked like he was lying."

Rubbing and Rolling
Frequent eye rubbing can indicate that someone does not believe what they said, heard or saw. It's as if they hope to rub the vision away. Another eye signal is eye rolling.

This can mean disrespect or disagreement and is not a positive signal. When observing eye rubbing or rolling, it's best to stop and make inquiries as to what is going on in your subject's mind.

Squinting
If a prospect squints while they are reading your contract, you have more selling to do. Squinting is an indicator of confusion, concern, doubt or discomfort. Words may never be spoken but your sale has hit a road block. You must address the problem before attempting to continue to close the sale. Learning to accurately read eye signals will bring you more success and confidence. You will build rapport in your business and personal life and be perceived as a master communicator.

{short description of image}Mary A. Redmond provides highly specialized information for corporations, managers and dealers who negotiate and manage leases. With 28 years in the leasing industry, including 21 working for the largest leasing companies in the U.S., Mary knows leasing. You may reach Mary at 913-422-7775 or mary@reviewyourlease.com

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