Lie detection is an easy way to deconstruct human nature so that we can slip into our prospect's or client's skin and understand what's going on with them. Why do they feel the need to lie?

Learning to detect the truth is an enjoyable pursuit that can open doors where they were previously closed. Unfortunately, you may regret that the door has been opened.

One of the reasons I will not allow prosecuting attorneys or law enforcement officials of any kind into my trainings is revealed in this article.

If you think about it, knowing that a person is telling you the truth is very reassuring. Trust is an amazing thing. But think further. . . it's scary to know exactly how often we are lied to.

This was once the province of police detectives and murder mysteries. The information, in the hands of someone who knows how to use it, can help choose the more honorable person to hire, detect trouble in the family early on, sort out an office dispute or give you a leg up if you find yourself in the wrong end of an interview.

Expert interrogators use these types of tactics to determine whether a suspect is telling the truth or not. You can see examples of it on television all the time-Law & Order, NYPD Blue-and in literature from Sherlock Holmes to John Grisham.

Highly trained lie detectors are formidable opponents even if they lack persuasion skills.

The reason I will only give a glimpse into these skills is because they are incredibly powerful and can (and are) used to manipulate. Anything more in depth has to be learned in my seminars and classes.

Here's one exercise you can use to determine whether or not a person is lying. . .

Step one: Sit across from a partner to practice.

Step two: Ask three questions which you are sure their answer should be 'yes'. And then ask three questions which you are sure their answers will be 'no'.

Step three: Then ask questions you don't know the answer to. Instruct your partner not to tell you the answers.

Since they will not reply, you'll need to read their nonverbal responses. Once you've done a few and noted what you think their answers will be, ask them to confirm or deny them.

Step four: Switch roles. You'll learn something deeper about this if you're on the receiving end.

Try this with your prospects when they use the old standby, 'I can't afford it right now.' How can you determine if this is true or not?

If you had the knowledge that they absolutely could afford your product or service, would that help to give you the push you need to move past their resistance and make the sale despite feeble objections?