| More than just physical contact, a
handshake conveys a wealth of psychological information.
We walk away from a handshake saying things like, "You
know, I just felt real comfortable with her" or "I don't know why, but I simply
don't trust that guy."
Most people don't spend time probing the depths of this
unconscious communication. They just have a "feeling," or a sense that their
"intuition" is telling them something. However, there are things we can use as
sales professionals by looking a little more closely at the experience.
Top 10 Handshake Types ? And What They Reveal About Your
Client or Prospect:
1. Sweaty Palms
When a person is nervous their sympathetic nervous system
often becomes overactive, sometimes resulting in sweaty palms. Do what you can to put this
individual at ease.
2. Dead Fish
Indifferent handshakes that feel like the person has no
bones in their hand often indicate a passive or reserved personality. This handshake ranks
as the number two least favored. Individuals with this type of clasp are generally not
people-focused. Knowing this, you can tailor your presentation to de-emphasize the people
aspect and focus more on the mechanical or thing-focused benefits. Exceptions to this rule
might be musicians and surgeons whose livelihood depends on sensitive hands and who are
therefore reluctant to open up to a bone crusher.
3. Brush Off
This handshake type is a quick grasp and then a release
that feels like your hand being shoved aside. This handshake is a statement of "it's
my turf and my agenda that matters, yours doesn't." Listen first to what the person
wants before talking about your ideas for them.
4. Controller
You feel your hand being pulled toward the person or
strongly guided in a different direction, perhaps towards a chair. People who do this are
controllers. This means they want to dominate any inanimate or animate object in the room
(and that would include you). If your goals are different than theirs there may be
challenges ahead. Do more listening than talking and see if you can find common ground so
these individuals can control the situation toward your desired objective.
5. Politician
Your hand is firmly grasped as in a normal handshake.
However, their other hand may cover yours or be placed on your forearm or shoulder. Unless
the two of you are good friends, this is a form of false sincerity. The person is
attempting to communicate that the two of you have a deeper relationship than you actually
have. After receiving this kind of handshake, I recommend you check your pockets or purse
to see if anything is missing. Similarly, be cautious about relying on this person's word
for anything and be attentive in your dealings with them.
6. Finger Vise
When someone grabs your fingers and not your entire hand it
is meant to keep you at a distance. These people are often insecure. If they also crush
your fingers they are adding a show of personal power, which is also designed to keep you
at a distance or at least create some fear of challenging them. I wouldn't recommend
becoming submissive, however it will serve your purpose to be somewhat deferential to
them.
7. Bone Crusher
The message of squeezing your hand until you cringe is
clearly designed to intimidate you. Even when the person may not know how strong they are,
there is still a message of intimidation and power behind the grip. You don't have to
pretend to be a wimp with them, and, in fact, they may respond positively to you if you
present yourself with strength. Just don't get into a hand-squeezing contest when you
shake because then it becomes a competition and even if you win, you'll lose.
8. Lobster Claw
Like the claw of a lobster, the other person's thumb and
fingers touch the palm of your hand. The person doing this fears connecting at a deep
level and may have challenges building relationships. Take your time. Allow them to open
up at their own pace. As they become more comfortable with you their handshake may
actually change. Once they fully accept you, they can become a client for life.
9. Hand Wrestler
Your hand is taken normally and then twisted under the
other person's. This is usually done aggressively. Be very careful in your own
presentation as this person is absolutely committed to being on top, regardless of what
they say they want.
10. Teacup
This handshake feels normal except that there is no
palm-to-palm contact. The other person's palm is cupped, like a teacup. This handshake
indicates that the person is hiding something from you. It might just be a serious case of
shyness or it could be something more substantial. Always check for missing information
when working with this individual.
In any sales situation, the more you know about your
prospects and clients, the better you can communicate with them. Primed with the
information presented here, you can start creating a strong first impression by being
aware of your own handshake, and learning the hidden messages in your client or
prospect's. Then making a good impression is truly in your hands. |
