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Chapter 5. First Impression, Best Impres... > THE THREE-STEP LIE DETECTION PROCESS

THE THREE-STEP LIE DETECTION PROCESS

Gerhard Gschwandtner, the editor of Personal Selling Power magazine, has developed a useful set of three guidelines to help persuaders detect lies:48

1. Watch for contradictions and verbal mistakes. People often forget what they have said in a previous meeting. Memory lapses and slips of the tongue often result in contradictions. Write these contradictions down. However, never assume a verbal slip is a lie; it may simply be an act of carelessness.


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