In a recent sales training session I conducted dealing with the critical opening minutes of a selling interaction with a prospect, I was asked by the customers’ President & CEO, “Peter, what are your thoughts about shaking hands?”
It’s a topic that’s easily forgotten in preparing for the sales presentation, sales meeting or networking interaction. Almost everything we do in sales is about listening-and-talking and for example, providing needs analysis, making recommendations and then negotiating a price that’s fair for everyone. (And if price is the first thing you’re talking about, you best forget about making the deal – but that’s a topic for a future blog.)
Quite simply I think the quality of a handshake is never a deal-maker, but I do think it can contribute to being a deal-breaker. As a large portion of the buying decision invariable defaults to the buyer liking the seller (meaning that the buyer trusts the seller and feels confident about the potential transaction), not only our talking points and listening skills, but our mannerisms and physical presence, have a lot of influence on the buyer’s subconscious assessment of whether or not we are the person they want to do business with.
The vice-grip handshake, the clammy handshake, the perspiration-soaked handshake and the limp handshake can distract the buyer just enough from the other elements of messaging you are conveying in your selling interaction. Why take that chance? So, I think the best approach to use when it comes to handshakes comes down to: firm (no vice-grip), confident, relaxed and deliberate. And, if you’re prone to clammy hands, carry a cloth with you or wash your hands with warm water right before a meeting.
Shaking hands – as a sales professional it’s the only physical interaction you’re going to have with your prospect; you best get it right!
I’ve experienced the vice grip, the limp, the clammy, but the one that stands out is the one you get when someone’s just been to the mens room or ladies room and their hand is damp. It’s tough to get your hand perfectly dry after you wash it, but really important to make sure you do so you avoid the ick factor. So – wave it in the air or hold it under the dryer, but don’t leave the bathroom until your hands are perfectly dry.
Peter – I’m wondering about other kinds of physical touch and if/when they’re appropriate, from minor touch like touching someone’s shoulder, to major touch like hugging. I’ve met people who are just huggers, and I find it’s OK if I like that person, and if I don’t, I really don’t want them that close. Hugs don’t usually happen in sales situations, but often I network with people that I’ll be in a sales situation with at some future point. And it seems that once you hug, now the question is what do you do the next time you meet? Got any advice?
Great comments Catie —
I agree with you about wondering where you go after the hug. I suggest that in almost all situations the handshake and tap on the shoulder are sufficient and appropriate!