Here’s an interesting angle for getting a prospect to think along your lines. Absent-mindedly listening to a debate between two Members of Parliament on talk radio, I overheard a woman ask roughly “can you prove that this has never happened to me?”. The reply was instant and smacked of Oxbridge, “of course, it’s logically impossible to prove a negative”.
A cunning rebuttal. But then I got to wondering, how many times could you use this train of thought to nudge an unsuspecting prospect our way? They are unlikely to be cognisant of such an aforementioned response. So when trying to get a point across, think of a way you can frame the detrimental scenario which you can remedy, and ask them if they can say the unwanted impact hasn’t afflicted them.