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<b>What’s Your Sales I.Q.? - #3</b>

Situation: You’re at a networking function and meet a stranger who gives you the “palm down” handshake. That is, the palm of her hand is pointed towards the ground at about a 45 degree or greater angle, forcing the palm of your hand upwards. (Give yourself 10 points for each correct answer.)

Question 1: How good of a listener is she?

Question 2: What will she think of the way you’re dressed?

Question 3: What’s her position in her company?

Answer 1: Congratulations, you’ve probably just met a Driver personality who doesn’t want to listen to any small talk, wants to do most of the talking, and when you do talk, she’ll interrupt you often.

Answer 2: Drivers are judgmental and she’ll either like the way you’re dressed or not and will probably tell you. She’s not concerned about hurting your feelings either.

Answer 3: She’s probably in upper-management if not the owner of her business. Research has found that 65% of upper-management people will use this type of handshake as will most all Driver personalities.

And that’s why you need to learn how to read people’s handshakes. They’re speaking to you before they speak.



© 2006 Jerry Hocutt, Hocutt & Associates, Inc. Download your FREE ebook, Creating Sales Opportunities – Five Proven Ways, and get a FREE 30-day trial of the D-I-Y Sales & Marketing Email Postcards™ at http://www.YouveGotContacts.com. For many more sales & marketing tips, visit our blog at http://footinthedoor.typepad.com.


About the Author: I’ve Been Compared to David Letterman. My mission: to help Salesknockers™ (the rare and seldom seen business person or salesperson who creates their own opportunities) succeed. I’ve trained over 150,000 people in business since 1992 through our nationally acclaimed Cold Calling for Cowards® seminars. (“He’s the Zen Master of Cold Calls” – Los Angeles Times.) I’ve been compared to David Letterman by the New Brunswick (NJ) Star-Ledger (“Lord of the Rings”). “Okay, so he’s not David Letterman.” (I didn’t say it was flattering. Just that I’ve been compared to him.)




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