I only wish that such prospects cease to exist. In fact, that’s just wishful thinking. Last year in Feb, I met a proverbially rude prospect who gave my colleague - AE shivers. I asked him to relax and go with the flow. As the head of Solution Architecture persona on the call, I managed to handle him well. To your point, I felt he didn’t want to be sold to and had done some prior research. Hence, I stayed open, honest, and amicable on the call. Fast forward 1 year, we are still discussing progression of that project. I don’t think he’s a time waster. Rude, hell yes! Did he get better over the discussion? Yes! Why? Because of the tactics you shared. I gently called him out a few times. Many thanks for the reminder, Patrick. Great lessons here!