Increasing your leverage

You are trying to get one of your customers to try a new product, which you believe will become industry leading within the next 12 months because of regulatory changes that are affecting the industry. The customer’s head of operations, Rafael, has long favored your competitor’s products, however, and does not like change. When you last met with him, Rafael told you he sees no reason to shift business away from your competitor. He also said he is only interested in talking about your older products, and is not willing to talk about the new product. You requested a meeting to see if you can change Rafael’s mind about trying your new product.