International protocol dictates
Shake hands with everyone in a room
Omissions are noticed, and are considered
a rejection.
o Women should initiate handshakes, and
shake hands with other women and men.
Not extending her hand to a European male will cause an American
businesswoman to lose credibility.
Western and Eastern Europeans reshake hands whenever they’re apart
for even a short period of time (for example, lunch).
French and Japanese business people shake hands with one firm
gesture.
In Japan, the handshake may be combined with a slight bow, which
should be returned.
In Arab countries, handshakes are a bit limp and last longer than typical
American handshakes.
Latin Americans also tend to use a lighter, lingering handshake.
In all cases
don’t pull your hand away too soon
such a gesture will be interpreted as a rejection.
o
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Other Suggestions For Greetings
Use of the Prospect’s Name, “The sweetest and
most important sound in any language.”
First Name?
or
Formal Name?
Based on Relative ages
o Prevailing custom
o Type of product or industry
o Your conclusions about behavioral style
o
Remembering the Buyer’s Name
Small Talk?
or
Get Down to
Business?
Relationship tension is not uncommon in the beginning
The purpose of small talk.
Gain an advantageous, positive beginning that will
break the ice and ease the tension.
“Warm up” a cold environment
Provides additional information about the prospect.
Small talk can be negative if it conflicts with the
prospect’s behavioral style.