In The Star (26 June 2008) I read the article “Selebi’s job safe for 12 more months”
In the body of the article, the following appeared: While leaked documents have suggested that the Scorpions’ investigation was being stymied by acting police chief Tim Williams refusal to hand over evidence, Williams has vehemently denied these claims. “Police never obstruct justice – that’s part of our training”.
Do you think that Tim Williams is being honest or is he being evasive?
According to persuasion psychologists, it could be the latter.
Research has shown that people who are hiding the truth tend to depersonalise their answers. They avoid “I” and “we”. When questioned about the Watergate scandal, Nixon didn’t say “I did not do that …” he said, “The President would not do such a thing”.
Tim Williams said, “Police never obstruct justice …”
Other depersonalising statements include, this office, the presidency wouldn’t …, the industry standard is …,
If you make the following mistakes in sales, you could be considered a liar:
- Liars avoid making factual statements – they use generalisations instead of specific statements
- Liars circumvent the question, never give direct answers
- Liars add phrases – to be perfectly honest and to tell you the truth
- Liars exaggerate
- When using numbers they use round numbers and all the numbers they use appear to be multiples of each other
- Liars can sound too good to be true
- Liars give more information than necessary
- Liars, to cover up their deceit, oversell
If you are guilty of some of the above, I’m not sure a sales training course will help. Maybe, just a relook at the values and principles your grandparents and parents instilled in you will be more helpful.