Growth tips 30 seconds to business enlightenment.

Everybody lies! (Here's what to do about it)

15-Sep-2011

That’s right - everybody lies.  In fact, if you never lied, you would find it very hard to function in society.  Of course, I am talking about “white lies” - the little things we say to make people feel better. For example:  

• “Your table will be ready in 5 minutes” (The statement has no basis in accuracy – it just sounds a lot better than a waiter saying you'll have to wait 15 minutes, and is intended to make you feel comfortable about waiting)
• “I’ll start working on that today” (Really?  Or are they just saying that to reassure you that you are being taken care of?)
• “Thank you. What a wonderful present” (We have all been taught that it is polite to say this – no matter what you honestly think of the gift)
• “No – of course you don’t look fat in that dress” (Everyone knows there is only ever one “right answer” to this question!)

However, at the other end of the lying spectrum are the things people say to deliberately deceive others.  When these lies are exposed (and that is the key) – trust gets eroded and ultimately destroyed.  

• “The dog ate my homework” / “I’ve never been in trouble with the law” / “This mess is the other party’s fault”  (Excuses invented to “avoid pain” – blaming something or someone else, because they fear punishment or loss of reputation)
• “Buy now before we run out of stock” / “I was asked to turn pro, but decided to build a career instead” / “Purchase this program now, and you too can become a millionaire”  (Persuasive stories told to “make a gain” – to impress someone, make a sale, or influence them to take the desired action)

Sadly, we see far too many examples of these lies and deceptions; in the news media, in politics, and in business communications.  

To protect yourself from being deceived – you must “shine a spotlight” on any statements that you believe to be false (or where someone appears to be stretching the truth too far).  Very few lies can stand up to the scrutiny of these 3 approaches:

1. Separate fact from opinion

• “How do you know that this is true?”
• “What evidence do you have for this claim – can I see it?”
• “Are there any studies that claim the opposite?”
• “Who else besides you shares this opinion?”
• “What is the counter argument?”

2. Slow things down

• “Can you repeat what you just said – and give me more details this time?”
• “I’m going to sleep on this before I make a decision”

3. Simplify

• “I will not sign this proposal until I fully understand it”
• "Explain it again - this time as if I knew nothing about this subject?"
• “Can you reword this in simpler terms that a teenager could understand?”

Ignorance is not bliss.  Remember to use the spotlight approach, and as per the song from the rock band ‘The Who’, you “Won’t get fooled again!”

 

Stephen Lynch

Chief Operating Officer - Global Operations - RESULTS.com

---