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<b>Whats Your Sales I.Q.? - #3</b>

Situation: Youre 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 youre dressed?

Question 3: Whats her position in her company?

Answer 1: Congratulations, youve probably just met a Driver personality who doesnt want to listen to any small talk, wants to do most of the talking, and when you do talk, shell interrupt you often.

Answer 2: Drivers are judgmental and shell either like the way youre dressed or not and will probably tell you. Shes not concerned about hurting your feelings either.

Answer 3: Shes 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 thats why you need to learn how to read peoples handshakes. Theyre 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 For many more sales & marketing tips, visit our blog at

About the Author: Ive 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. Ive trained over 150,000 people in business since 1992 through our nationally acclaimed Cold Calling for Cowards seminars. (Hes the Zen Master of Cold Calls Los Angeles Times.) Ive been compared to David Letterman by the New Brunswick (NJ) Star-Ledger (Lord of the Rings). Okay, so hes not David Letterman. (I didnt say it was flattering. Just that Ive been compared to him.)

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