Latest / Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth / 51: Why you need to pay attention to someone's feet

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51: Why you need to pay attention to someone's feet · Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth

• 0:32
  SPEAKER_00: Don't pay so much attention to someone's face, instead, concentrate on their feet.
• 0:38
  SPEAKER_00: So says Joe Navarro in his book, What Everybody is Saying.
• 0:48
  SPEAKER_00: Welcome to the Bite-sized sales podcast, where we believe that sales is the most important team in a B2B company, that the sales team deserves great sales training delivered online because it sucks spending days out of the field or off the phones.
• 1:03
  SPEAKER_00: And we believe that taking bite-sized steps each day to get better at your craft is the best way to improve your results.
• 1:10
  SPEAKER_00: I am your host, Andrew Monahan, and I'm using my 20 plus years in B2B sales to bring you simple, actionable ideas that you can use every day to help you get better.
• 1:21
  SPEAKER_00: Before we get to the topic for today, this episode is sponsored by Sales Bluebird.
• 1:28
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• 1:35
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• 1:50
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• 1:55
  SPEAKER_00: Welcome to episode 51 of the podcast.
• 1:58
  SPEAKER_00: Today's episode is all about body language, and we're turning to Joe Navarro, the ex-FBI agent, and his book What Everybody Is Saying.
• 2:09
  SPEAKER_00: So let me ask you, who here on the on who's listening has been told before that they have a good or they have a bad poker face?
• 2:18
  SPEAKER_00: It's become such a common phrase in our world.
• 2:21
  SPEAKER_00: And it's all about how our face reacts when we've got good or bad news coming at us, right?
• 2:26
  SPEAKER_00: If we've got a great thing going on, do we show elation in our face or not?
• 2:31
  SPEAKER_00: What's interesting though is because it's become so popular, we've all kind of learned or we've got degrees of learning and control about our face when these things happen.
• 2:42
  SPEAKER_00: If we get good news or bad news and it's in an environment where we don't want to really give away what our thoughts are about it, we've got pretty good about controlling our facial expressions and and our gestures.
• 2:54
  SPEAKER_00: What Joe Navarro though says is that we're less good at controlling the rest of our body and in particular our feet, and that's a great place to go to when you're looking for reactions about what something really means to someone.
• 3:09
  SPEAKER_00: So let me read directly from his book.
• 3:12
  SPEAKER_00: Happy feet are feet and legs that wiggle and are abundance with joy.
• 3:16
  SPEAKER_00: When people suddenly display happy feet, particularly if this occurs right after they have heard or seen something of significance, it's because it has affected them in a positive emotional way.
• 3:30
  SPEAKER_00: Happy feet are a high confidence tell, a signal that a person feels he is getting what he wants or is in an advantageous position to gain something of value from another person or from something else in his environment.
• 3:45
  SPEAKER_00: A while back, I was watching a poker tournament on television and I saw a guy dealt a flush.
• 3:51
  SPEAKER_00: Below the table, his feet were going wild.
• 3:54
  SPEAKER_00: They were wiggling and bouncing like the feet of a child who's just learned he's going to Disney World.
• 3:59
  SPEAKER_00: The player's face was stoic.
• 4:02
  SPEAKER_00: His demeanor above the table was calm, but down near the floor there was a whole lot of shaking going on.
• 4:08
  SPEAKER_00: Meanwhile, I was pointing at the TV set and urging the other players to fold their hands and get out of the game.
• 4:15
  SPEAKER_00: This player has learned how to put on his best poker face.
• 4:19
  SPEAKER_00: Obviously, however, he has a long way to go when it comes to putting on his best poker feet.
• 4:24
  SPEAKER_00: Fortunately for him, his opponents, like most people, have spent a lifetime ignoring three-quarters of the human body, paying no attention to the critical nonverbal tells that can be found there.
• 4:37
  SPEAKER_00: Poker rooms aren't the only place where you see happy feet.
• 4:40
  SPEAKER_00: I have seen them in plenty of meeting rooms and boardrooms and just about everywhere else.
• 4:45
  SPEAKER_00: While writing this chapter, I was at the airport and overheard a young mother sitting next to me as she was talking on her cell phone to members of her family.
• 4:54
  SPEAKER_00: At first, her feet were flat on the ground, but when her son got on the phone, her feet began bouncing up and down effusely.
• 5:03
  SPEAKER_00: I did not need her to tell me how she felt about her child or his priority in her life.
• 5:09
  SPEAKER_00: Her feet shouted it to me.
• 5:11
  SPEAKER_00: Remember, whether you're playing cards, doing business, or simply are engaged in a conversation with friends, happy feet are one of the most honest ways our brains truthfully exclaim, I am elated.
• 5:26
  SPEAKER_00: So that's read straight from the book.
• 5:28
  SPEAKER_00: And yeah, think about this as a tell to look for anywhere in life, but especially in the business world.
• 5:36
  SPEAKER_00: And think about it when you're looking for reactions from other people, but also think about it in terms of what you want to control.
• 5:43
  SPEAKER_00: Don't just put on your poker face, think about your whole body and how other parts of your body can can uh betray how you feel about things.
• 5:51
  SPEAKER_00: And and then, you know, when you're looking at other people, look for sudden displays of feet moving, right?
• 5:56
  SPEAKER_00: If they're in a very calm, poised situation and suddenly their feet start bouncing or moving around, then you know something happened, something was said or something happened that led up to that change in their demeanor.
• 6:08
  SPEAKER_00: And then, you know, in negotiations, focus on keeping your own legs and feet still, not just your face.
• 6:14
  SPEAKER_00: And think about controlling your whole body and especially your legs and feet when you're out there in the field.
• 6:24
  SPEAKER_00: If you like this episode, the single most useful thing you could do to support this podcast is share it with your sales network.
• 6:32
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• 6:35
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• 6:41
  SPEAKER_00: It will mean the world to me and it could make a difference to those you share it with.
• 6:46
  SPEAKER_00: Also, I need your suggestions, please.
• 6:48
  SPEAKER_00: If you have a topic you want me to cover or just want to get in touch, simply email me at upside at unstoppable.do.
• 6:57
  SPEAKER_00: That's upside at unstoppable.do.
• 7:02
  SPEAKER_00: And now to wrap up, training without implementation is just entertainment.
• 7:08
  SPEAKER_00: And pretty poor entertainment when I deliver it.
• 7:10
  SPEAKER_00: So make sure you take action on what you learn today and keep getting it better and better each and every day.
• 7:17
  SPEAKER_00: Also, this world does not need more sales BS.
• 7:21
  SPEAKER_00: So please don't create any more.
• 7:23
  SPEAKER_00: Be great at the fundamentals, be honest, be real, be yourself, just do not BS.
• 7:30
  SPEAKER_00: And finally, I'm signing off as the great Joe Sexton would by saying gone to sell.