Hikers know the feeling: you crest what looked like the top, and another peak appears behind it. Meetings are like that. They feel like the summit, but the summit is a sale.
Signs you're on a false summit
The meeting ends with "send me more information". The person likes it but needs to ask someone else. Everyone agrees the problem is real, and nobody asks what it costs.
What to change
If the person isn't the buyer, switch back on the audience. If they are the buyer but won't commit, switch back on the message and put the price in it, earlier than feels comfortable.
The next peak
Ask for something small and paid in the meeting itself: a pilot, a pre-order, a deposit. A yes is the summit. A no is still a clear answer.
