Perfecting the Ideal Sales Handshake

Salespeople do it dozens of times a day. At the start and end of every meeting, greeting or encounter. And it can sometimes mean the difference between a successful first meeting or a shutout. It’s the almighty and ubiquitous handshake.

 

The sales handshake says a lot about you. Are you confident about yourself, the deal you presented, the next meeting? How you “press the flesh” communicates a lot. It’s one of the key elements of body language. 

 

So what’s the optimal handshake for salespeople? Barbara and Allan Pease, authors of The Definitive Book of Body Language, offer a few suggestions. First off, there are three handshakes that communicate one’s dominance--the "upper-hand," the "double-hander," and the "left-side advantage."

 

The "upper-hand" is when your hand is on top with palm facing down. This, says Pease, "communicates that you want to take control of the encounter." Conversely, if your hand is under with palm facing up, you communicate submissiveness, which "can be effective if you want to give the other person control or allow him to feel that he is in charge of the situation."

 

Then there’s the "double-hander," which can be used to communicate dominance through intimacy. It’s often used to neutralize individuals who seek to dominate using the upper-hand “power shake.” To properly execute the double-hander, you wrap both palms solidly around the recipient’s hand and warmly tighten contact. The other advantage offered by the double hander is that it restricts the receiver’s right hand, giving you even more control.  

 

With the double-hander, you gain increasingly firmer control by moving your left hand up the receiver’s arm. "The initiator is attempting to show an intimate connection with the receiver, while at the same time, attempting to control their movement," say the Peases. While effective for those you know, this technique should not be used on strangers or first encounters. "The double-hander is like a miniature hug, and is acceptable only in circumstances where a hug could also be acceptable," add the Peases.

 

While many believe the most power-packed handshake is the upper-hand double-hander with a left-side advantage, Peases say otherwise. Asserting dominance should not be used for every sales situation. The upper hander may communicate that you’re over-confident, even to the point of being rude. Pease advises to go for the straight vertical handshake to communicate respect toward your client or customer. 

 

Regardless of which handshake you use, be sure to make and hold eye contact for several seconds, repeat the person's name, and adjust your grip to equal your partner's. Avoid the “one-size-fits-all” handshake. Incidentally,  you should always wait for a lady to extend her hand before shaking it. 

 

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