Question

How can sitting on the same side of the table as the prospect affect the formality of the meeting?

Sitting on the same side of the table as the prospect can make the meeting feel less formal. It creates a more collaborative and conversational atmosphere, which can help in building rapport and trust. It also breaks down the traditional barrier of 'us versus them' that can be perceived when sitting across from each other, making the prospect feel more comfortable and open to discussion.

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If you get an in-person meeting, own the agenda so that you can own the sales process as well. A couple of tactical tips include ditching the projector in favor of a pad and pen. Treating the meeting like a dialogue rather than a presentation will work in your favor. On that note, be sure to listen much more than you talk. Consider sitting on the same side of the table as the prospect to dial down the formality as well. The core parts of your agenda will be delivering your sales story in three minutes or less, asking probing questions to understand fit and identify any specific roadblocks, and doing the actual selling.

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