From the outset, it is necessary to develop that trust, to challenge a customer, brief and seek access and exchange during the design process, This approach makes a point-blank dismissal impossible. In a presentation, it's simple to pick up the signals being projected by the people in front of you. Therefore, understanding and picking up on this is your job as a person, not a designer. A good designer and presenter will be able to see this and adapt their presentation to suit these individuals and respond to their demands, enabling them to focus on the job and make informed and confident choices.