Chapter Thirteen: To Bake the Cake

The challenge with qualifying is authenticity. However, another challenge is ensuring we have a healthy dose of intellectual curiosity and empathy. Qualifying isn’t just about information gathering—it’s about creating a shared vision of success. When your questions evoke a genuine emotional response, such as the frustration of a current challenge or the excitement of a potential breakthrough, you’re helping your prospect see a clear path forward with your solution.