How do I handle a patient who said no the first time but comes back? A patient who re-presents is not a lost cause. They are a re-presentation, and that is a real category in your sales process that you need a plan for. The fact that they came back at all tells you something changed, in their mouth, their money, or their mind. Do not treat the return like a fresh start that ignores history, and do not punish them for the earlier no. Pick up where the decision stalled. Lay out the same honest choices again. Stabilize, go complete, [...]