Deception: Who Deceives and Why do People Lie
by Kevin Hogan
Buyers are Liars...
And then there are your prospects, clients and customers.
For years salespeople have said, "buyers are liars," and of course it's true. Problem is we're all so good at self deception that we rarely see (read that again) our own deception of our selves...we only sense it in others until we become painfully aware of how often we deceive in our own communication.
In other words, we deceive ourselves consciously and unconsciously (more) everyday.
What is going on?
KEY POINT: Scientists are now studying deception and they are finding out that those who deceive have a big advantage in nature.
KEY POINT: It may not be nice, desirable, ethical or right...but it is normal behavior....!
There are lots of behaviors that are "abnormal" that are at least adaptive and often desirable, and this is one where judgment is important.
All animals deceive. It doesn't take a human to deceive...and it doesn't take a bad human to deceive.
Primates strategically deceive...able to misdirect competitors in the group to another location while they eat where the food is. Not always...only when food is short in abundance.
Orchids deceive bees. (I'll explain this bizarre fact...another day...orchids are flowers...by the way.)
It's adaptive, normal behavior. Deception helps insure survival on the level of one and on the level of the group.
We all hate being lied to.
Most people hate to lie.
And herein is the problem.
Here's the thing...
Knowing that everyone else is being lied to is one thing.
"Oh, I figured that the whole time."
Problem: She's Lying to YOU!
Knowing that YOU are being lied to is quite another.
"You mean, she's lying to me?! Why?! How?!"
Really? Aren't you just being paranoid? Aren't you just looking for something that isn't there?
We all sometimes hope that is the case.
The core reason people deceive is....?
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