Measure customer rapport in centimeters

Have you observed that the physical distance between people, when they meet personally, tells a lot about the extent of their relationship? 

That is the reason why, when someone unfamiliar stands too close to you and starts a conversation, you automatically take a few steps back. Just like poles repel in magnets, people repel when their space is invaded. There is even a study on this subject. It is called ‘Proxemics’.  

This is important for a sales presenter to know. You wouldn’t like to start off by making your customer uncomfortable, would you?

What is the ideal space?

As per the study conducted by Edward T. Hall, the space around a person can be classified as:

·         Less than 1.5 Ft is intimate Space

      1. 1.5 ft is Personal Space 

      2. 4 Ft is Social Space

      3.12 Ft is Public space

What does this mean to you as a sales presenter?

When you meet a customer for the first time, don’t be too eager to get too close. He might feel you are invading his personal space. You might scare him off.  

Here is the secret to build a good rapport quickly. 

Give sufficient space to your customer and be eager to learn about him and his concerns. Interestingly, the more the customer talks about himself, the closer he gets to you. You will see the distance closing naturally as the customer leans forward to talk to you. In fact, you can even measure your rapport with the customer - in centimeters. 

When you are sufficiently close to your customer, suggest your solution. There is every likelihood that he will buy from you. 

Go ahead and try this in your next sales presentation. Happy selling!