There once was a business owner whose desk and chair were on a raised platform.  Visiting sales professionals were seated chairs that had their wheels cut off.  Was this a comfortable selling environment?  No, the salesperson was at a competitive disadvantage. What could the salesperson done to change the environment of that meeting?

Use your home court to your advantage.  Is your office or selling environment friendly?  Does your environment lend to easy conversation to build rapport?  Is your environment assisting the sale?  Is your environment setting the tone of the sale? 

Much like a theatrical production goes to great pains in setting the scene, we as sales professionals must accomplish the same to facilitate the sale.

“Readiness for opportunity makes for success.  Opportunity often comes by accident, but readiness never does.” 
-Samuel Rayburn