I’ve spent 30+ years practicing law, trying cases, and negotiating deals where the truth was to some people… flexible. And if there’s one thing I’ve learned, it’s this—people lie more than they should, and they’re often terrible at it. But spotting BS in real time? That’s an art.
If you’re in business, this skill is a must. Whether it’s a partner fudging numbers, an employee spinning a story, or a vendor overpromising, knowing when someone’s full of it saves time, money, and regret.
Here’s what to watch for.
1. The Shifting Story
Liars struggle with consistency. Real experiences are easy to recall; fake ones require mental gymnastics.
Ask the same question in different ways. If they hesitate, backtrack, or “remember” new details that conveniently strengthen their point, take note.
Try this: “You said the deal closed last March, but then mentioned Q4 projections—was it earlier or later?” Watch them scramble.
2. Too Much, Too Fast
Honest people answer directly. Liars? They over-explain.
• “We had this huge deal—$5M. Well, $4.87M to be exact. It was crazy, we were in Vegas, and my CFO—been with me seven years—handled it.”
Slow down, buddy. Nobody asked for all that. Overloading details is a smokescreen.
3. The Over- or Under-Performer
Forget “they won’t look you in the eye.” Some liars stare too hard to overcompensate.
Watch for:
• Fidgeting or freezing – Some get twitchy; others stiffen.
• Face touching, throat clearing – Especially after a questionable statement.
• Microexpressions – A quick flicker of discomfort before they reset.
And my favorite: The Sudden Sip. Ever see someone take a drink right after answering a tough question? That’s their body stalling for time.
4. Deflection & Drama
Truthful people explain. Liars dodge, deflect, or get weirdly offended.
• Dodging: “That’s not the point.” (Yes, it is.)
• Attacking: “Wow, you're a terrible reporter." (No I'm not and now I trust you less.)
• Changing the subject: “This is Biden's fault" or "You'll have to ask my lawyer."
If someone gets defensive fast, you’ve hit a nerve. Keep pressing.
5. The Due Diligence Trap
Want to test someone’s truthfulness? Ask for something you already know the answer to.
If a vendor says, “We work with companies like yours all the time,” ask, “Who specifically?” If they get vague or name-drop falsely, you’ve got them.
Another trick? Ask for documentation. A legit player sends it without hesitation. A liar stalls, makes excuses, or gets defensive.
6. The Gut Check
Let’s be real—most of us know when something feels off. We just don’t always trust ourselves. Maybe we don’t want to seem paranoid. Maybe we want to believe them.
But every bad deal, scam, or regret? You probably felt it before it went south.
So, trust that instinct. Test. Verify. Ask more questions. And if they get uncomfortable, well… you have your answer.
Mitch Jackson, Esq. | On Bluesky https://bsky.app/profile/mitch.social