Today’s buyers have a choice and are also loaded with information. It’s not like the pre-internet days when the salesperson had all the information and the buyer relied on the seller to educate them about the product or service. As business owners we need to understand the Buyer’s Journey and create a sales process to meet the prospects needs. 

One of your most important jobs as a business owner is to educate the prospect as to why you are the best option out there.  You can do this by understanding the buyers journey and helping the buyer move along the path. Until they decide you are worthy of receiving their hard earned money keep informing and educating.