So many times our clients and prospects come to us with "surface problems" or "surface needs".
But there's more below the surface, a deeper problem or greater need.
They aren't hiding it from you, they just might not even know what the real problem is.
So, how can you help them recognize a problem they might not even know exists?
Paul Gauger shares 3 techniques to help you dig deeper, build trust, and win the business.
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