Kyle works at a company that sells unique display racks that are perfect for travel agencies to use in displaying Travel Supplier brochures, as his displays take up less space in the office than the older style that most agencies have. In a discussion with his sales manager about potential travel agency owner customers that are objecting to purchasing these right now, Kyle has determined that some of his prospects object because they do not recognize a need.

What strategy should he use to address this problem. Explain?