Sell prospects today — educate them tomorrow

Have you ever given a presentation to a prospect who seemed ready to buy … but found that, for some mysterious reason, the opportunity went nowhere once your presentation was complete? Maybe before your big meeting, you were getting only “green-light” signals from the prospect. Maybe you decided that, because things seemed to be going so well, and because you’d done such great work up to this point in the sale, you were going to…