Preliminary Assessment

Nia: How can I help?

Prospect:

Nia: What is your dream outcome?

Prospect:

Nia: Reiterate or clarify desired outcome, in writing. And get confirmation that you have understood or listen to however the prospect clarifies what he rearlly really wants.

Prospect:

Nia: What obstacles are preventing you from getting that dream outcome?

Prospect:

Nia: List obstacles and dig for more obstacles. Is this everything? Confirm that the list is exhaustive and correct.

Prospect:

Nia: Let me make sure I understand: You want to achieve _______ in ______amount of time, without sacrificing what you love, namely ________________________-.

NOTE: Restate the list of perceived problems piecemeal and list everything. These are problems which I can solve and share the resolutions of each perceived or actual problem. Make it easy, fun. attainable, convenient, reasonable time frame. The result is that the value is clear and the prospect feels understood.