NETWORKERS BEWARE!- What your handshake says about you

 

Networkers Beware!

 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 really 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 in our sales effort by looking a little more closely at the experience.

Top 5 Handshakes and what they reveal about you or your client:

 

 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 favoured. Individuals with this type of clasp are generally not people-focused. Knowing this, you can tailor your conversation to de-emphasize the people aspect and focus more on the mechanical or thing focused benefits.

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 to 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. 

As in any sales situation, the more you know about your prospects and clients, the better you can communicate with them. So create a strong first impression by being aware of your own handshake and understand the hidden messages in your clients.

For professional, Impartial advice & Solutions contact me at Janette Whitney & Associates on 01403 733671 .Award Winning Business Consultants & Business Growth Specialists.

 

 

How To Convert More Leads Into Sales

Are your sales increasing?

 

One of the biggest sales and marketing problems businesses can face is getting people whom seem interested in buying something to actually take the plunge and hand over their money.

 

 

Because let’s be honest, it’s actually pretty easy to attract attention to your business and meet prospective customers these days. The internet has made it simple to give your business a marketing presence (your website) and drive people to it (online advertising and search engine optimisation).

The key then to a successful business is not just one which attracts prospects, but one which has fail-safe systems to convert them into revenue.

 

Here are 5 tips to improve the prospect conversion rates for your business

 

1. Track and measure- First you need to know how your business currently performs. Set up simple systems to monitor the number of leads your business gets and where they have come from, then compare these figures to your sales figures.

2. Identify target audience and focus on it – You need to know who your most likely buyers are. Don’t just say ‘everyone’- even if anyone can buy what you sell, your business will perform better if you focus on a specific target audience.

3. Don’t over promise – Review your marketing materials to see if they promise things your business cannot really deliver. Low conversion rates can be an indication that prospects are being attracted by marketing materials, but when they chat to your sales team just don’t believe the business can live up to its promises.

4. Make sure sales staff know how to present – Another possibility is that your sales team aren’t presenting the business properly. Do they really understand the benefits of the business and how to communicate them to buyers? Are they making it easy for potential customers to say ‘yes’?

5. Ask for the business – Finally, ensure that you are actually asking the potential customer to buy from you. So many businesses forget to do this!  Ask questions about their needs, work out how you can fulfil these needs, and then ask if they want to buy.

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Contact me at Award Winning Business Consultants  Janette Whitney & Associates on 01403 733671, for impartial business advice & solutions.     

 

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