During the exploratory call, you ask the prospect, “Have you considered doing more of what you’re already doing today as a way of reaching your goals?” What are you trying to uncover with this question?

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During the exploratory call, you ask the prospect, “Have you considered doing more of what you’re already doing today as a way of reaching your goals?” What are you trying to uncover with this question?

The prospect’s cost of inaction

The prospect’s need

The prospect’s timing

The prospect’s plan

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