Play It Cool—Use a Safety Valve Occasionally a prospect will make a dogmatic statement which necessitates a built-in safety valve. For example, your prospect might say, “I wouldn’t do business with that outfit you represent in a hundred years!” He’s dogmatic, even a little vehement in his statement. Your “safety valve” procedure is simple and effective. Lower your voice, look him in the eye, and say, “Mr. Prospect, it’s obvious you feel quite strongly about this issue, so you must have an excellent reason for feeling as you do. Would you mind sharing with me why you feel this way?”
