Failing to dig is failing to find more opportunity. When you acheive the beginning of alignment, your next task is to start asking questions:

• What are you hoping to accomplish?
• What does success look like to you?
  
• How and when do you measure progress?
  

Answers lead to questions

Each answer opens another path of inquiry. When you've gained enough insight to explain their client's concern in their words to their satisfaction, you have enough information to proffer a solution.

4-Speed Sellers Proffers are recommendations which resolve remaining concerns and include initial action steps. Considering the steps means your prospect sees the project under way.