The Man With The 6 Million Dollar Handshake

Would it be ok if I told you a story?

Many years ago I was speaking at a conference in Texas for one of my workshops. It was a very busy day and I was looking forward to sitting down for a break, and to finally enjoy a nice hot cup of coffee. There I saw a businessman who was selling cowboy hats and cowboy boots.

I noticed there was something strange going on. When the businessman was serving people, some went to the left, some to the right and some he served directly. This all happened after a very short exchange between the businessman and his customer.

This sparked my interested, so I got up, introduced myself and asked him what was going on?

He explained to me that he only paid his staff on commissions and as a result, he was only interested in selling to people who bought immediately. I asked him how he managed to filter out the easy sells from the hard sells. He said “it’s all to do with the handshake,” he continued “This handshake is worth 6 million dollars to me.”

You know how most people shake hands subconsciously. Well some people have worked out how to make more money by reading the subtle differences in a person's handshake.

So how did the businessman use a handshake to make him millions?

It was a simple lateral movement to the left.

When you meet with a prospective client, try the following:

  • Greet them and shake hands as normal.
  • Once you have their hand in yours, tilt their hand slightly to the left.

If there is no resistance, your prospect is more open to doing business with you.

If you get resistance, that’s an indication that there is less of a chance of doing business straight away, and you may need to spend more time explaining the benefits of your product or service to them.

The trick is to keep them engaged and talking to you. Do not stare at your hand as you shake hands and make it obvious. This little trick helps you separate the easy sells from the hard sells.


Want a bit more information? Here’s a video explanation of the 6 Million Dollar Handshake:

A Bit Of Humour For You

Joe had applied for a job at a top marketing firm. He had just finished college and was enthusiastic about his prospects. When he had returned home, his mother asked how the interview went.

"Pretty good I think," replied Joe. “But I’m may have to get married sooner than I thought.”

“Why is that?” asked Joe’s mother perplexed.

"Well if I go to work there, I won't be able to take a vacation until I'm married," Replied Joe.

His mother, of course, had never heard of such a ridiculous policy and asked, "Married? Is that what they told you?"

"No," replied Joe, "they didn't tell me that, but on the application it said, 'Vacation time may not be taken until you've had your First Anniversary.'"




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