| 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. Click here to continue.
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