The start of a potentially meaningful and productive interchange.

Being rejected because someone’s taken you for granted and actually not listened to the proposition is a terrifying and horrible end to a relationship.

Creating a re-entry point, a surprise, or even acknowledgement that you may have an alternative position can be an enlightening moment.

Our challenge is to find those “re-entry points”.

We can only do that by looking more closely at the needs and the expectations of our prospects and delving into what their real issues and experiences have been….and what is stopping them from engaging with our recommendation.