Introduction: Why expostulations are a Normal Part of Prospecting Prospecting expostulations aren't signs of failure. They're a natural and anticipated part of any deal discussion. Every time a prospect says “no, " they're replying to a query, not inescapably rejecting you, your result, or your value. When deals professionals learn to reframe expostulations as signals of interest rather than rejection, probing becomes far less intimidating and far more effective. Numerous dea