The handshake is usually the first and frequently the only physical contact that is made during a sales call. It communicates warmth, genuine concern for the prospect, and an image of strength. If executed incorrectly, the handshake can communicate aloofness, indifference, and weakness to the potential buyer. The eyes transmit more information than any other part of the body, so it is important to maintain eye contact throughout the handshaking process and display a pleasant smile. Particularly, a firm handshake that communicates a caring attitude, whereas a weak grip can communicate indifference. By extending the duration of the handshake we can often communicate more interest and concern for the other person. You are in the beginning stages of trust building at this point.
IN 250 WORDS OR MORE
Is it ever appropriate to touch a client other than with a handshake? Give an example