This is a Guest Post from Paul Archer, of Archer Training.

Here’s some body language reminders for you that as salespeople, we simply must get right. I’m sitting on a busy commuter train to London Paddington. There are a few seats available and most of the passengers are relaxed and enjoying the journey.

In my carriage there are a lot of table seats. One big table and four seats. Looking around I’m reminded of the human need for territory and how this can upset people if they’re not getting their territory respected. The problem is big laptops dominating the tables. Across the way from me right now is a chap with the biggest laptop I’ve ever seen. Now this is plain rude but if you could see her face and body language. She’s furious and the odd thing is, that chap is completely oblivious to and the poor lady opposite him is being squeezed out by the size of his electronics. what’s going on around him. He can’t read the signals.

In sales the message is respect zones and territory of your customer. Desks have an invisible mid line which you just do not cross, or indeed place your laptop. Items taken over to their side of the desk belong to the customer. A nice little trial close is to place something in the middle of the desk and if your customer takes it over to their side, they might be interested.

Body zones are even more important. I’m about to jump on the tube and will suffer armpits, backs and stomachs all over me during my half hour standing room only. We put up with this because we have no choice, but when we do have a choice, we do not like anyone we don’t know personally, within our intimate zone. This is roughly half a metre. Cross this as a salesperson at your peril. Be particularly wary of the zones of people who live outside cities. If they’ve been brought up in the country they may well have a larger personal zone than people who have lived in the confines of a city all their lives.

Test it next time you’re in a lift. Notice where everyone heads to the sides to find their own space.

And the best tip for you I’ve left to the end. Ever been to a networking event, or a party and you get stuck with someone you don’t really want to talk to? If so reverse the territory rule and get into their personal zone. Why? Because they will immediately back off like two poles of a magnet and move away, feel really uncomfortable and may well leave you alone.

Paul Archer is an international sales speaker, sales trainer, author and coach based in the UK. He specializes in rapport selling and rapport coaching and can ignite his audiences large or small. For more information on Paul and his training courses, visit www.paularcher.com, where you’ll also find his own sales blog, too!

HELP SPREAD THE WORD! If you liked this post, please ‘Be Sweet & ReTweet” by clicking the button at the top of the page, as well as bookmarking it by using any of the options below. Thanks so much!!!