The step is for uncovering your prospects needs, so that you can show them how you might be able to help them.
First, you need to uncover what they really want and explore what that means to them on both a personal and professional level.
Losing weight, for example, can impact all facets of one’s life.
Next , you get them thinking about where they are now and why it sucks.
Discuss the consequences of not taking action, This can be confronting, but your job is to guide them forward and show how your solution can help them.
The best way to do this is to identify 2-3 of their biggest issues and give them a brief action plan to fix them
It’s letting them ‘try’ before they buy. I liken it to showing them your super hero powers.