1. Bring money into the sales presentation EARLY
Ask the customer "How will your organization pay for our solution?"
If the prospect gives you any answer besides "We will pay cash/check" introduce the concept of financing.
Serious buyers will welcome you as a professional brining money into the presentation. If not, they may not be a serious buyer.
2. Identify the Decision Makers (and distinguish the Equipment DMs from the Money DMs)
Often times there are multiple decision makers ("DMs"). Use CIVISTA as a tool to both save you time and help you close business.
Ask "Who, in addition to you, is deciding on how you will pay for our equipment and services?"
The Money DMs ultimately control when a purchase is actually made.