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Sales Skills / Make the First Contact Count / Lesson 24
LESSON 24 · MAKE THE FIRST CONTACT COUNT

Handshakes, Smiles and Eye Contact

Forty ways to use handshakes, smiles and eye contact so people feel at ease with you from the first moment.

Warm basics win trust. Small gestures speak loudly.

12 tipsEasy things to say7-day plan
Start with tip 1
Jump to the 7-day plan

12 tips that really help

These ideas come from Fanatical Prospecting (Jeb Blount), Cold Calling Techniques (Stephan Schiffman), The Little Red Book of Selling (Jeffrey Gitomer), and everyday practice. The first six help the most. Pick one and try it today.

Photo for the tip: Offer a firm but gentle handshake
TIP 1

Offer a firm but gentle handshake

A dry, steady grip of moderate pressure feels confident without being aggressive.

TRY THIS
Practise with a friend.
Photo for the tip: Match local customs
TIP 2

Match local customs

Handshakes differ across cultures, so watch how others greet and follow their lead respectfully.

TRY THIS
Learn the norms of your area.
Photo for the tip: Smile with your eyes too
TIP 3

Smile with your eyes too

A genuine smile includes the eyes and makes people believe your warmth.

TRY THIS
Recall something that makes you happy.
Photo for the tip: Keep comfortable eye contact
TIP 4

Keep comfortable eye contact

Looking at someone for a few seconds at a time shows interest without staring.

TRY THIS
Look away naturally every few seconds.
Photo for the tip: Do not look past them
TIP 5

Do not look past them

Scanning the room while talking makes people feel unimportant.

TRY THIS
Keep your gaze on the person.
Photo for the tip: Square your body to them
TIP 6

Square your body to them

Facing the person directly shows attention and respect.

TRY THIS
Turn your feet and shoulders toward them.
Photo for the tip: Keep a respectful distance
TIP 7

Keep a respectful distance

Standing about an arm’s length away feels comfortable for most people.

TRY THIS
Watch their reaction and adjust.
Photo for the tip: Use open hand gestures
TIP 8

Use open hand gestures

Calm, visible hands build trust, while fidgeting or pocketed hands can seem nervous.

TRY THIS
Rest your hands naturally.
Photo for the tip: Nod to show you are listening
TIP 9

Nod to show you are listening

Small nods encourage the speaker and show understanding.

TRY THIS
Nod at key points.
Photo for the tip: Wait for their handshake lead if unsure
TIP 10

Wait for their handshake lead if unsure

Following the other person’s signal avoids awkward moments.

TRY THIS
Offer a smile and wait a second.
Photo for the tip: Greet each person in a group
TIP 11

Greet each person in a group

Acknowledging everyone, not just the decision maker, shows respect and builds goodwill.

TRY THIS
Say a short hello to all.
Photo for the tip: Practise until it feels natural
TIP 12

Practise until it feels natural

Repeated small practice makes the right body language automatic and relaxed.

TRY THIS
Rehearse your greeting three times today.

Easy things to say

When you are stuck, pick one of these. They work in many sales conversations.

GREET

“Good to see you.”

WELCOME

“Please, after you.”

WARM

“It is lovely to meet you.”

RESPECT

“May I shake your hand?”

THANKS

“Thank you for your time.”

CLOSE

“Take care.”

Your first week

One small action a day. Each day is only a little bigger than the last.

DAY 1
Practise a handshake with a friend
DAY 2
Smile in the mirror
DAY 3
Hold eye contact for three seconds
DAY 4
Notice others’ greetings
DAY 5
Adapt to their style
DAY 6
Record yourself
DAY 7
Ask for feedback

Further reading

  • Fanatical Prospecting (Jeb Blount)
  • Cold Calling Techniques (Stephan Schiffman)
  • The Little Red Book of Selling (Jeffrey Gitomer)

The tips above are written in our own words and are general guidance. The books are suggestions for further reading.

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These lessons share general learning and everyday ideas. They are not medical or mental health advice. If you feel very anxious, low or unwell, please talk to a doctor or a qualified professional.

More lessons in “Make the First Contact Count”

Keep going. Small steps every day make a big change.

← Previous: Your 10-Second First ImpressionNext: Start a Chat at an Event →

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  4. Open With a Reason, Not a Pitch
  5. Get Past the Gatekeeper Kindly
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  7. What to Do When They Say "Not Interested"
  8. Subject Lines People Open
  9. The Three-Sentence Email
  10. Personalise in One Line
  11. Make One Clear Ask
  12. Follow-Up Emails That Do Not Annoy
  13. The Friendly Breakup Email
  14. Fix the Mistakes That Land You in Spam
  15. A LinkedIn Profile That Attracts Buyers
  16. Connect With a Note, Not a Pitch
  17. Comment Your Way Into a Conversation
  18. Share Posts That Show Expertise
  19. Slide Into Messages Politely
  20. Turn a Like Into a Call
  21. Social Selling in 15 Minutes a Day
  22. Walk Into a Business With Confidence
  23. Your 10-Second First Impression
  24. Handshakes, Smiles and Eye Contact
  25. Start a Chat at an Event
  26. Hand Out Cards the Natural Way
  27. Read the Room Before You Speak
  28. Leave Something Memorable Behind
  29. Ask for a Meeting Without Begging
  30. The 15-Minute Offer
  31. Propose Two Time Options
  32. Confirm Meetings So They Show Up
  33. Reduce No-Shows Politely
  34. Rescue a Stalled Conversation
  35. I Am Busy: What to Say
  36. Just Send Me Information
  37. We Already Have a Supplier
  38. Send Me an Email
  39. Call Me Next Quarter
  40. Stay Friendly and Stay in Touch
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