I know a guy who used to be a Gulfstream salesman-- he still sells airplanes, actually, but not for Gulfstream any more.
Anyway, he mainly tries to sell to people who already own airplanes-- he refers to buyers who don't already have an airplane as a "concept" buyer and says they are very rare.
I'm sure that the Cirrus salesman deals with concept buyers all the time, but much less common in the jet world...