Help prospects to distinguish between the actual problem and the symptoms of that problem.
Uncover the willingness and ability to spend money, time, and resources to solve a problem.
Affirm the decision making process including timeline, people, process, and other important particulars.
Deliver the winning sales presentation.
Uncover prospect pain or emotional discomfort without turning them away.
Lead discussions with qualifying and insightful questions that build rapport.
Communicate the positive effects of moving forward vs. the long-term negative impact of staying in their current uncomfortable position.