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A
Note from the Publisher
In
today's world of virtual offices, online meetings, telephone
and email marketing and Internet selling, it is easy
to lose sight of the importance of your handshake.
This very popular article has generated a lot of reader
response. My advice, which applies to both your personal
and business interactions, was first published in our
book Top Dog Sales Secrets.
I hope you find it useful.
Best regards,
Michael
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"I
can feel the twinkle of his eye in his handshake."
— Helen Keller
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For
your free subscription to this newsletter, click
here.
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The
Fine Art of the Handshake
by
Michael Dalton Johnson
Your
handshake says a lot about you. It can convey confidence,
warmth, and honesty, or it can signal weakness, uncertainty,
and disinterest. Whether positive or negative, your handshake
sends a subtle yet powerful message... a message that is not
lost on prospective buyers.
- Avoid the power grip. A handshake should be firm,
but not overly forceful. Beware of the unconscious tendency
to pull the other person toward you as you shake. This
can be interpreted as aggressive, and the prospect's resistance
to you will go up a notch or two.
- Nothing wimpy. It may seem painfully obvious,
but it's amazing how many salespeople offer weak, perfunctory
handshakes. This is a major turnoff to many customers.
Firm and friendly always wins the day.
- Look 'em in the eye. As you extend your hand,
establish eye contact and smile. Show some teeth! A warm
and sincere greeting can make you an instant friend—and
all things being equal, people prefer to buy from friends.
- Get a grip. Never grasp the other person's fingers.
Take their entire hand completely in yours, and gently
pump it two or three times.
- What's your body language saying? Posture is
important, so stand erect, about three feet (one pace)
away from the client, with your hands out of your pockets.
Face the client squarely; never approach from an angle,
or when the subject is engaged in conversation or otherwise
distracted. Wait until you have his or her full attention
before greeting and extending your hand.
- Turn on the charm. You've been talking with a
customer on the phone for several months, and meet them
in person for the first time at a trade show. To express
your pleasure at finally meeting face to face, you may
want to cover his or her extended hand with your left
hand briefly during the handshake. This increases the
familiarity and warmth of the handshake. Do not attempt
this with someone you don't know. However, it is often
a pleasant gesture when you are shaking hands with someone
you've met previously. It simply says, "I'm very
glad to see you again."
- What to say? No handshake is complete without
a spoken greeting. You can't go wrong with, "It's
a pleasure to meet you." When meeting someone of
high rank, such as the chairman of the board or founder
of a company, you may want to up the ante with, "It's
a great pleasure to meet you." After the initial
greeting, your conversation should begin while you are
still shaking hands, for example, "John tells me
you've made some significant additions to your product
line." Your hand should be slowly and somewhat reluctantly
withdrawn as the person begins to speak. This slow withdrawal
indicates your keen interest in the person and what he
is saying.
- Saying goodbye. When the meeting is over, it's
time to shake hands again. You now have the opportunity
to leave a lasting impression. If you've established rapport
with the buyer, it's a good idea to gently grasp his right
forearm with your left hand during the handshake, and
restate any promises you may have made during the meeting,
for example, "I'll put the technical report you requested
in the mail to you today, and give you a call next Wednesday.
I enjoyed meeting you." This two-handed shake signals
your interest and commitment to your customer.
- Practice makes perfect. Much like dancing, the
fine art of the handshake takes practice. Stand before
a mirror and extend your hand. Check to see if you're
projecting an image of confidence, warmth, and enthusiasm.
Keep in mind that your handshake reflects your personality,
and should be a spontaneous gesture of friendly greeting
that comes naturally from within. With a little rehearsal,
you will develop the ability to tailor your handshake
to every situation you face, and each individual you meet.
Your handshake is a powerful business asset that can help
you close more sales, and build lasting and profitable relationships.
Working on it is time well spent.
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Notes,
Plugs and Pitches
The
purpose of the SalesDog newsletter is to inform, inspire and
challenge you.
Somewhat Related Subject: This article was excerpted from
SalesDog's bestselling book, Top Dog Sales Secrets.
Written by 50 leading experts, it offers sales advice and
inspiration that will help you sell more. When you order your
copy, you'll also receive $3000 in free sales tools instantly.
Learn
more here.
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If you found this advice helpful, please forward
it to your friends and co-workers. They'll appreciate
it and so will we.
Got a comment, suggestion, or idea? I'm all ears. My
email address is Michael@SalesDog.com.
I read and respond to every email I receive. Important: Please
send your email to my address rather than hitting the reply
button so your email doesn't end up in our humongous company
inbox where I will never see it.
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