National Sales Center

How Sales Reps Should Shake Hands

This may sound like a silly subject but much has been written about it because many ask about it. What’s the proper way for a salesperson to shake a prospect’s hand? I have some advice for salespeople on “the handshake”.

International Issue

My advice on the proper handshake for salespeople is limited to the U.S. culture. This is important because handshakes are culture dependent and last month, half our business came from overseas. Because of that, I don’t cover this topic in my sales training programs. If I did, I’d have to develop too many versions to cover every culture.

Gender Issues

Is a handshake different for men and women? I don’t believe there is a difference except for the amount of pressure applied. A proper handshake is a proper handshake and it’s not dependent on the gender of the person delivering the handshake.

Intent

In sales, the handshake is the start of rapport building between the prospect and the salesperson. We cross comfort zone and establish physical contact between the parties. During the handshake, the salesperson wants to communicate a message. That message is one of friendliness, professionalism and confidence. Keep these intentions in mind because they’ll lead to proper handshake when in a selling situation.

The Proper Handshake For Salespeople

I believe the reach is important. I want to be first to start the handshake and I want to extend my arm without hesitation. I want to confidently display my intent to “reach out” and connect with my prospect. I also, within reason, want to be the last to break the handshake.

Nothing points to a lack of confidence more than a clammy hand. A clammy hand is a great way to get rapport building off on the wrong foot. Salespeople should check their hands to insure they are not damp. I do this as a matter of habit.

A too firm handshake is annoying and over the top. No one enjoys getting his or her fingers crushed and the point the salesperson is trying to make is way too obvious.

On the other hand (no pun intended), a weak handshake could turnoff a sales prospect. Not only is like holding a cold dead fish, but it also fails to communicate confidence. A comfortable amount of pressure will generate the perfect business handshake.

Smile and establish eye contact during the handshake. Remember, a handshake is a greeting. You must be viewed as someone happy and interested in meeting the prospect. A smile and eye contact will help you achieve your goal.

Keep Is Simple

So, what do you do with your left hand during a handshake? I say do nothing and keep the handshake simple. Don’t reach out to grab the right arm of the prospect. Don’t cover and grasp the handshake. In fact, don’t use your left hand to exchange business cards during the handshake, as it could get to clumsy. Instead, keep it simple.

I hope this advice will help you the next time you shake hands with a prospect.

To your sales success!

Nick

Tags: Sales Training