"Customer Centric Selling" is an excellent book. You need to develop a repeatable sales process for your business - this book will teach you how. Note: I hav

"Customer Centric Selling" is an excellent book. You need to develop a repeatable sales process for your business - this book will teach you how. Note: I have no affiliation with the above book/authors/publishers....I have been in software/technical sales for over 10 years, and I happen to think this is best place to get started. Right now you are letting the buyer control the sales process. The other folks here are correct that you need to find out: 1) Do they have funds budgeted for this already? What budget will this come out of? When does their budget year end? 2) How does their buying process work? Who has final approval? Does this decision have to go to a committee if the cost is over $XX,XXX? 3) If your software solves a problem...how are they solving that problem now? What "pain" do they have associated with how they are doing things now? You need to find out what their "critical issue" is. 4) What is the business case for your product? People don't buy "cool features" or "neat software" they buy products that solve business issues. If you are selling something above a certain price point, the decision will eventually be made by someone non-technical....and you need to have a strong ROI case built for that person to get the order. If you don't know the above information, never do a demo. If a prospect refuses to share this type of information, they are not serious and you should move on to the next one. Sometimes the best sales opportunities are the ones that you lose quickly....don't be afraid to lose the sale quickly. Focus your efforts on serious buyers who are willing to share information on their budget, purchasing process, etc.