Body language is a hot topic these days with everyone wondering what a prospect means by every little gesture he makes. Yet many people turn off prospects with one little gesture in the first 30 seconds of the meeting. Do you know what it is?
The Great American Business Gesture is the simple handshake. Almost every introduction starts with one and the variety of ways that people can shake hands is staggering. People can tell a lot about you simply by the way you shake hands. What does your handshake say about you?
A good handshake should be firm, without being a bone-crusher. Think about reaching out to pick up a kitten. You’ll have to have enough pressure to hold on but not so much that you hurt it. Too weak a handshake or the famous “limp rag” is just plain gross and may make your prospect recoil in disgust.
When reaching out to greet someone, extend your hand palm slightly up and, as you make contact, turn your hand so that it is straight up and down. You’ll be perceived neither as aggressive (like those who extend their hands back on top) or weak (as those who keep their hand palm up).
Make sure that your palm and the prospect’s palm come in full contact if possible and wrap your fingers around the other person’s hand. To do this you’ll have to connect all the way at the base of your thumbs which will prevent the icky fingertip handshake from happening. Palms touching with wrapped fingers will give you a warm, welcoming grip and will set the stage well for establishing a strong relationship.
Be careful if you are coming across a room to greet someone as often happens when meeting them from a waiting room. Don’t stride across the room with your arm extended, it looks too eager or aggressive, but rather come to a full stop and then extend your hand.
A good handshake should last only about three seconds, with a few gentle pumps up and down. Don’t hold on for dear life and please don’t add that second hand and smother the poor prospect. Likewise, too quick a handshake appears shifty and deceitful so stay connected for a few seconds.
One last note on handshakes - don’t obsess about your handshake with a new prospect. You’ll end up being too tense and probably negating all your best intentions. Like anything else you want to perfect, practice with some people you know. Get a group together in your office or in a group you belong to and critique each other’s styles. Be honest and be prepared to hear some honest feedback yourself. A few minutes practice will keep you from losing a sale in the first 30 seconds of meeting.
A Most Telling Sign - To learn more about this author, visit Laura Posey's Website.
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