Think about a time when you were a buyer interacting with a seller. What did the seller do that made you want to buy...or not? Where were you in your buying process and did the seller align with you, or did they mis-align focusing on their own agenda?
When preparing for a sales call with a new prospect, it is best to pre-plan your strategy through the lens of your prospect. Think about their WIIFM (Whats In It For Me) factor in giving you their time. If you believe their WIIFM is a demo of your product, alignment may be an issue for you.
This article speaks to the importance of using a sales process aligned to a buyer process providing basic steps to prepare for meeting your prospect.