How we change what others think, feel, believe and do

Handshake Close

Disciplines > Sales > Closing techniques > Handshake Close

Technique

As you make a closing offer, extend your hand for a handshake. Smile and nod as if the deal is done. Look expectantly. If necessary, raise your eyebrows slightly.

Examples

(Extending hand) So, are you ready now to do the deal today?

(Extending hand) We have a deal?

(Grasp their hand) Well done. You've got a good deal today.

How it works

When you offer your hand to somebody in greeting they will automatically feels obliged to shake your hand in return, often doing this without really thinking.

When they do shake your hand, they may realize that they are also agreeing to the close. Most people will not then feel able to retract their agreement.

Handshake Close

Technique

Examples

How it works

See also