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You don’t get extra time with skeptical people, you get seconds. Seconds to earn credibility, avoid being dismissed, and change the trajectory of the conversation.

On this second episode of the new year 2026, Lisa and Cindy break down why skepticism isn’t rejection; it's a signal that trust hasn’t been earned yet. From ORs to boardrooms, they unpack the biggest mistakes reps make and why pushing harder actually pushes people away.

This episode delivers real-world strategies to influence without pressure, create space, and win skeptics over with confidence, patience, and emotional intelligence especially when the stakes are high.

Must-Hear Insights and Key Moments

• Skepticism Isn’t Rejection – Doubt doesn’t mean no; it means trust hasn’t been built yet.
• The Fastest Way to Lose a Skeptic – Overexplaining, getting defensive, or trying to “win” the room.
• Acknowledge Experience First – Respect what they already know before offering what you bring.
• Name the Resistance – Calling out skepticism lowers defensiveness and builds safety.
• Ask Ownership-Based Questions – Let them decide what would make it work for them.
• Create Space, Not Pressure – The real secret to influencing high-level decision-makers.
• Be Steady, Not Loud – Confidence shows up as a calm, grounded presence.

Mentioned in the episode:

• The Anatomy of a Powerful, Professional Apology

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A Team Dklutr production