A lot of times you’ll be doing a demonstration, and the prospect is either not saying anything on the call, or just being very curt with their answers, not sharing much with you. We’ve all been there, and it’s pretty annoying. If it’s happening on a call for too long, I’ll actually just call them out and say something like “So Bob (name), I’m detecting some radio silence on this call. Is that because you have nothing important to share with me or is it because this is not really that relevant for you?” It gauges how interested they really are, and demonstrates that you are serious, without being rude. You’ll get a straight answer. You’ll also sometimes get a good laugh.