Because the decision happens over paperwork, and paperwork needs a table. The documented entry establishes the kitchen table in the first minutes: both decision makers seated with you, samples visible, the proposal flat and readable. A standing appointment in a living room drifts; a seated one can be run in order.
The short answer
Everything later in the system assumes the table. Probing runs on notes you write down. The presentation runs on samples they can touch and pick up. The proposal is presented, flipped, and written on. Trial closes and the Franklin T all happen on paper. None of that survives a conversation held standing in a doorway or scattered across a couch — the entry's job is to seat the appointment before any of it starts.
How it runs
The table is established during the entry — as you come in, as part of settling — not requested awkwardly twenty minutes in when you suddenly need somewhere to write. It is also a control move, and the entry is precise about what control means: control the process, not the homeowner. You are choosing the room where the process works; you are not directing their answers, which are theirs.
Both decision makers belong at that table. The warm-up does not rush asking for the other decision maker, but the appointment's destination is fixed from the entry onward: everyone who decides, seated, with the paperwork in front of them.
Spar trains the documented sequence, step by step, and grades what you actually ran. Round 1 is free. Spar before you knock.