Steve Beecham

Steve Beecham is President of Home Town Mortgage in Alpharetta, GA and an author and speaker who shares his techniques for helping companies and individuals succeed in business through networking...

I Don't Believe You

The art and science of body language fascinates me but here's my disclaimer: I'm still a student. Taking that into account, here are a few things you might watch for in your next sales call.

When the person in front of you is looking to your right while talking they are trying to recall information. Remember, right is RIGHT. However, if they are moving their eyes to your left, they are accessing the storytelling part of the brain and may not be giving you the most accurate answer.

Arms and legs can tell you a lot. If the person's legs are crossed, they are putting up a barrier to you. They are concerned or threatened. You may want to change the subject.

If their arms and legs are not crossed and are in a normal position, they feel comfortable.

If they are standing or sitting with you, their feet will point in the area they are interested in. So if they are not pointing at you, cut the conversation short!

After becoming aware of the body language of others, try tuning in to your own to see what it reveals. You might be surprised.

 

Bad Buzz
Posted August 14th 2018
Finding your buzz is all about seeking information. If you have BAD BUZZ, you will most likely find this out - directly or ind...

Are You Good Enough?
Posted August 7th 2018
You need to feel you are good enough to handle the transaction for your customer. When you do, your confidence shines through. ...

A to G
Posted July 31st 2018
The summer months can be slow for business. Here is a video presenting a great technique to use to increase your business – eve...

Charisma
Posted July 17th 2018
My buddy Ed Wheeler sent me a great article about charisma by Brett and Kate McKay. They say, "Charisma is what allows you to c...

Help Wanted
Posted July 11th 2018
People feel an obligation to help others in need. Harvard Business School Professor Felix Oberholzer-Gee did an experiment (sim...

Pay Attention
Posted June 27th 2018
In his book Pre-Suasion, author Robert Cialdini offers some great nuggets about paying attention. Here are some of my favorite...

Go Pro
Posted June 20th 2018
Steve is back on the Real Estate Success Show with Brian Patton to talk about striving to the be the best version of yourself n...

Social Proof
Posted June 12th 2018
There is no doubt we are affected by other people's behavior. We may not think we are, but we are. If I decide to buy from you ...

Buy the Ticket
Posted May 24th 2018
If you watch my Beechwalks videos you have probably already heard this story but I believe it's one worth repeating. About a ye...

Dos Equis Anyone?
Posted May 15th 2018
He speaks many languages, and three of them only he speaks. He has never waited 15 minutes after finishing a meal before return...