I agree with you both
A lot of the time people have a good idea if they want your product/service as soon as you walk through the door or very shortly after you start your pitch.
Depends on different sales styles if they bring up possible objections in the pitch itself (some may think this puts a negative spin on the pitch where as some think it puts the customers mind at rest early on, letting them concentrate on the rest of the pitch as well as not think your trying to 'hide' things from them).
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