How to dig deeper in order to find the root of your prospect's current pain.
How to analyze prospect pain in anticipation of your best next steps.
How to use facts and figures to demonstrate what the pain is costing.
Uncover the emotions that inspire prospects to change.
Uncover the prospect's 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 or staying in their current uncomfortable position.