Julie realizes a security system sale rarely occurs unless both spouses are present.  Often a certain spouse will indicate that they and they alone make the security decision however what occurs at the end of the presentation is that the spouse will indicate they need to talk to the other spouse and the salesperson is left facing a condition vs an objection.  Sales people most often can't close when there is a condition.  Should you ever show up at a residence where only one spouse is present, it is always best to try and reschedule.  Be creative!  Some times that will be possible, some times not.

Why was it so important for her to study the room so carefully?

One of the keys to building relationships is to look for common interests.

Why did she spend as long as she did on the subject of figurines?

Recognizing Wendy's initial displeasure, Julie realized that unless she was able to "break the ice" with Wendy and have her responsive, she had little chance of making a sale.  Julie new that she needed to spend additional time building an emotional bond with Wendy.  (Building rapport - the fertile soil for future bountiful harvests!)

Why did she wish to be seated at the kitchen table?

Reference our kitchen table article!

Why was the seating arrangement important?

You need to have both spouses in the same field of vision.

The television was turned down - why was it important to turn it off?

You need to eliminate as many distractions as possible.  Distractions interrupt the decision making process.