Dig into challenges

You want to really understand the key challenges that your prospects are facing.

What’s the challenge that’s preventing them from getting where they want to go? Maybe they haven’t had an effective marketing strategy and you want to dig into that. What have they done so far? What’s going on there?

The more you can dig into the key challenges, the more likely you are to really understand what’s going on, create value, present the right solutions -- and ultimately end up closing more sales.