Are prospects just lying, or is there a bigger story to what exactly is going on when you're ghosted after a perfect demo where they literally said "This is exactly what we need"? It's so demotivating and confusing. Would love to know how others see this.

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In fairness, they may have been telling the truth. There's a difference between seeing exactly what you need, and knowing it's what you can afford and you can get it approved by all concerned. Anyway, it can be demotivating, but you have to find a way to make it happen. If you're being ghosted, find a way to have a conversation without coming on too strong.

I think what SD1 is valid. Also, maybe your contact loved your product but someone in the org disagreed?

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