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

Asking probing questions during a sales meeting can be extremely beneficial. It allows you to understand the client's needs, preferences, and potential obstacles better. By asking detailed and thoughtful questions, you can gain insights into what the client is looking for and how your product or service can meet their needs. It also helps in identifying any specific roadblocks that might be preventing the client from making a purchase. These could be anything from budget constraints to a lack of understanding about your product. Once these roadblocks are identified, you can work on addressing them directly, thereby increasing your chances of making a sale.

Delivering your sales story in three minutes or less is significant because it helps to keep the attention of the prospect. In today's fast-paced world, people's attention spans are shorter, and being able to convey your message quickly and succinctly is crucial. It also shows respect for the prospect's time and allows more time for dialogue and addressing specific concerns or roadblocks. Furthermore, a concise sales story demonstrates clarity and focus in your offering, which can enhance your credibility.