Start by acknowledging their bad experience. Then demonstrate reliability through small, consistent follow-throughs before asking for a big commitment.
Strong answers: acknowledge their concern, offer proof points (case studies, references, pilot programs), be transparent about limitations, set realistic expectations, and follow through on every commitment no matter how small. Best candidates understand that trust is built through consistent small actions, not grand gestures.
Tests consultative selling and empathy. Red flag: dismissing the prospect's concern or pushing harder. Good sign: patience and willingness to earn trust gradually.