The art of exposing lies
In general, we forgive our fellow men for many untruths. Often it is courtesies, such as not quite honestly meant compliments, that we pronounce without realizing that we are actually lying at that moment. Researchers call this pro-social or "white" lies. A certain degree of dishonesty is apparently important for harmonious coexistence.
But there are also the so-called "black" lies. They serve self-interest in order to look better for oneself and are at the expense of others. Their intention is fraudulent. Such lies have to be unmasked quickly and safely. In this seminar you will learn a method, which will help you to recognize a deception precisely and to address this situation appropriately.
- What's a lie?
- Why do we lie at all?
- normal behavior - recognizing the baseline
- the three meta-emotions of lying
- perceive stress signals
- the cognitive charge
- leakage Hierarchy
- combine the different channels
Duration: 1 day/e.g. 9-16 o'clock
Emotional intelligence is often more important than IQ
Recent studies show that emotional intelligence is often more important than IQ. Unfortunately, according to studies, we recognize only 62% of the emotions of our counterpart. Studies have also shown that correctly recognizing and dealing with the feelings of our interlocutors is the key to professional success, a happy partnership, and team and family cohesion.
nbsp]In the 2-day basic training you will not only learn to recognize the seven basic emotions precisely in your conversation partners, but you will also develop the ability to see and interpret microexpressions. Microexpressions are very fast (40-500 ms), uncontrollable mimic movements. In addition to the unerring recognition and interpretation of facial expressions, you will also train how to deal with these signals and use them for the success of your conversation.
- State of mimic research
- What facial expressions tell us
- Pre- and Post-Test: Recognizing Feelings
- Identification features of the 7 basic emotions
- Recognizing microexpressions
- Process-oriented use of emotional signals
- Use mimic signals to strengthen the resonance to the conversation partner
Duration: 2 day/e.g. 9-16 o'clock
Recognize unspoken objections
In some situations, people resemble a nodding dachshund: While the customer listens to you as a salesman in a presentation, he nods and smiles. Does this necessarily mean that he agrees with the statements? No! Because nodding and smiling are social tools that facilitate communication. They usually take place in a reflexive way. Confusing these signals with approval can lead to an abrupt awakening for you as a salesperson from the final dream, if, for example, the unexpected revocation of the customer flutters into the office or the hoped-for follow-up business fails to materialise.
If you want to know whether your customer is really with you in a conversation, don't rely on nodding and smiling. Instead, pay attention to very fast and fine movements in the facial expressions - the so-called microexpressions. These give you information about unconscious feelings and emotional objections.
For salespeople, seven signals are particularly revealing: seven facial expressions that signal that the customer has an (unspoken) objection. If you are aware of these mimic objection signals, it is easier to recognise resistance and take it into account early on. This is an important guarantee for sales success, as it is well known that closing difficulties begin long before the closing - in the form of unconsidered objections from the customer.
- The science of facial expressions
- Recognizing the traces of facial expressions incl. exercises
- Anxiety and calming gestures
- The seven mimic objection signals
- How do I handle the signals?
- Objection treatment technique "hearing unfulfilled wishes".
Duration: 1 day/e.g. 9-16 o'clock