What it usually means
The buyer doesn't see enough value in the meeting yet. Shrink the ask and make the value clear.
The approach
Offer a shorter, more focused meeting with a clear outcome for them.
What to say
1Understood. What if we took 15 minutes and I showed you just the one thing most relevant to you? If it's not useful, we stop.
2What would make a meeting worth your time?
Adapt the words so they sound like you. Then say them out loud a few times before your next call.
What to avoid
- Insisting on a long demo
- Making the meeting about your company history