F&I and Showroom, October 2016

www fi magazine com 30 F I and Showroom October 2016 MANAGEMENT A A few years ago I was at a backyard barbeque when someone asked me what I do for a living I jokingly responded I sit in a chair while people lie to me See as a human resources professional I have interviewed thousands of job candidates over my career many of whom have been car dealership employees And well I am amazed at the elaborate lies people come up with in order to land a job Job applicants lie on their resumes and in their cover letters They also ask references to lie on their behalf They also have no problem lying to your face during the interview And if you end up hiring a liar you can expect the same behavior on the job According to hiring managers surveyed by CareerBuilder the Top 5 lies they hear from job seekers relate to the following embellished skill set at 57 embellished responsibilities at 55 dates of employment at 42 false job title at 34 and academic degree at 33 The good news is spotting a liar is easier than you think and you dont need advanced CIA interrogation training to do so It just requires some effort and practice ESTABLISH A BEHAVIOR BASELINE Unfortunately the idea that liars wont look you in the eye doesnt work when interviewing a candidate because the good ones will And forget what you saw on Law and Order because you wont spot every single liar right away Hey even polygraphs arent 100 accurate Spotting a liar requires a little more effort Start by establishing a candidates baseline behavior This is done by asking simple get to know you questions As they answer watch and learn their normal speech patterns behaviors and movements If you notice them fidgeting when answering your get to knowyou questions dont assume they are lying when they fidget later in the interview Once you have an understanding of their normal behaviors look for sudden deviations throughout the interview A poker player refers to these as tells If an applicant is calm and relaxed during an interview then suddenly adjusts his posture and begins picking at his nails when you ask how his previous manager would describe him that individual may be lying Here are five other traits to look for 1 Liars use words to sell their lie Liars believe the more details they come up with to support their lie the more believable their story will be They often rehearse their lies before coming in for 5 Tells OF A LYING JOB CANDIDATE Human resources expert reveals the five traits hiring managers need to look for when interviewing a prospective candidate BY DAVID DRUZYNSKI ISTOCKPHOTO COM MIODRAG GAJIC