I saw the two of them square off – the salesperson and the customer, the adversary and their opponent. Even though I have seen this subtle encounter many times before, I never pass up a chance to watch. For the Dance was about to begin.
What is the Dance? It is the name that I gave to the movement that salespeople and their customers go through trying to find a comfortable place and distance to interact.
Typically when two people talk, they stand approximately an arms distance away from one another. If they are close friends, they may stand closer. If there is a power differential between them, the person with less power may stand a bit further away. The distance is never discussed by the talkers but rather it is set as the two talkers position themselves.