Sales techniques

The handshake close

Wouldn’t it be great if there was a way to turn just a few percent of those who “have to think about it” into buyers?

The handshake close

That is exactly what this closing technique does.

How does it work?

Say your price at the end of the presentation. At the same time extend your arm towards the prospect as if you are assuming they are going to say yes. Just out of instinct a lot of people will shake your hand. By doing this they will automatically feel like they have agreed to the deal.

Follow up with saying something like this: “Congratulations with a new ……….. (your product).”

Another great way to use this is when the prospect says your price is to high.

Prospect: “Your price is too high”.
The Salesperson pauses for a while as if he is really thinking it over.
Salesperson: “Ok, you drive a hard bargain. I usually don’t do this, but I can give you a 10% discount.”
At the same time he extends his arm towards the prospect as if he assumes this final offer will seal the deal.

Using the handshake close might seem daring at first, but just try it out for a few days and you will soon feel comfortable with it (and amazed at the results it produces).


1 BradLee

Hmm interesting! I’ve never even thought about using a handshake to close. Tnx for the tip, will try it!

2 Leanne Hoagland-Smith

Seeking agreement is always powerful either through actions or using the word agreement. Price is still the 4th objection with you, your company and your solution in front of price. Make sure you have placed a lid on these first 3 and the 4th one may just come up less frequently.
Leanne Hoagland-Smith
Author of Be the Red jacket

3 mikko


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