Proxemics
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concerned with the
physical distance
individuals prefer to
maintain between
themselves and others.
Successful sellers tend to move closer to a
client
when closing a sale.
It is best to carefully test for a prospect's comfort zone.
Comfort zones tend to change with sex, status, or age.
Four to twelve feet from the client could be a good distance in
which to begin a sales interview.
In a selling situation, the intimate zone should be entered only by
invitation or during a handshake.