NEO’s don’t appreciate being asked for information up front. They don’t want to be jammed into a canned sales tour and presentation. Ideally they like to discover what you have for themselves and if they’re interested, then they’ll want to engage with you and go further. NEOs are looking for an individual sales journey that is just for them (or at least feels like it is just for them). That means you need to let the NEO take the lead in how they want to explore your project. Once their comfortable they’ll tend to open up and you’ll be surprised with the amount of information they’ll share with you.