If you ever deal with poor people, or do social work, or spend time in the "inner city" one of the biggest things you'll discover is how poor people live in the perpetual present. Sort of like your house cat. For a cat, tomorrow doesn't seem to exist. Only today, only now.
That's how poor people think.
Successful people think about the future. Some days, they almost live in the future.
Those who sell the future find ways to tie the present to the future and are constantly looking forward.
Those who successfully sell, sell much more than just the "thing." They also sell the idea, the experience, the future outcome.