Amplify the Discomfort
Think about how many things in your life, your home, your health or your relationships you put up with. Minor annoyances or major problems that yes, somewhere in the back of your mind you have an intention to do something about. But life is busy, and you’ve gotten so used to managing, you almost don’t think about them anymore.
This is the same for your prospects. When you’re pitching them, it’s important to bring those ‘pain points’ into sharp focus. Ask questions like ‘What’s that like for you?’ ‘How is that getting in the way?’ ‘Tell me more about that.’ Your prospect will realize that they do want the problem fixed and they will be motivated to make a change.