I agree with you, but at least she was honest. Many others would say no for the same reason, but wouldn't be honest about it. A prospect who is honest about the

I agree with you, but at least she was honest. Many others would say no for the same reason, but wouldn't be honest about it. A prospect who is honest about their true reasons for saying no is extremely valuable when you're pitching an early product. I think in general, if you're building a business, expecting anyone to do something that isn't in their own selfish interest in some way is a recipe for failure, even if people in your target market might claim not to have selfish motivations. If you want someone to change their behavior (and/or their organization's behavior), you need to be able to clearly explain why it's a win for that specific person.