SalesHQ

Body Language goes both ways. We not only have to watch ours, but we should be paying attention to theirs too. Be a WHOLE body listener. In other words, not only listen with your ears, but with your eyes! Read your prospects body language. They will let you know if you are on the right path, or if an objection is coming, or if you need to shift gears... or if you are even boring them . And always pay attention to your attitude! It should ALWAYS be outstanding on a sales call! And, it is written on your face! Talk about body language! Selling is all about attitude. Make yours is GREAT! Be as comfortable as you can; be confidant, feel confidant and ACT confidant. If you are new to outside sales, PRACTICE PRACTICE PRACTICE and your confidence and presentation skills, will improve.

I think that not pumping is for a closer acquaintance. Someone you know well or when you want to give the impression of familiarity, you essentially hold their hand for a second. For someone you're totally not close to, though, I think you have to pump. But that's just my opinion...I'm no expert. But JDRedmon, I would LOVE to read what you're talking about, can you post a link??

accurate. I would suggest the hand shaking to be done differently. Start a small wave going from left to right pausing at handshake height if no motion from the other person to go for it continue bringing your hand down.