The time to find out if people don’t have money is before you give them a presentation–not after.
And the time to find out whether or not they’re willing to give you some of their money is before you give a presentation–not after.
The time to find out everything is before the presentation, not after.
If you’re finding out stuff at the point of presentation, it’s because you did a sloppy job of the uncovery upfront.
