I met a man today who had some software I was interested in. When we met I immediately told him I was a 'hurry up ' man. I asked to cut to the chase and tell me how he thought the software could be useful to me. This nice man was basically a technician not a salesman. To his credit he brought a presentation and in spite of my opening words had to go through it slide by slide! I was patient ...to a point but it did take us nearly 1 hour before he said something along the lines "So what can I do for you?"
Will we do business? Who knows? Time will tell.
When you go and meet a prospect ask what they want , listen, and try to give benefit-based answers. Then ASK FOR THE BUSINESS!