Monday Morning Manager
Diane returned from the product demo certain that the features and benefits she shared with her prospect had wowed them. The buyer nodded when Diane asked if the product fit into the product categories they offered to their customer base, and everyone else that sat in on the meeting told her how much they liked what she had presented. She felt as good about this call as she had in a long time, but now six weeks later there was still no purchase order and the prospect had gone radio silent. How did their excitement turn into Diane's frustration?