The Client Comes to You and Says, 'I Need X'

The first thing that can change in conversation is your standing with the client. The second is the client's understanding of their problem, and the third is scope. When you move a prospector client from the stated solution they came to you looking for, into this space of what we call the desired future state, which we talked about on other episodes. And when you do that, you transcend the problem, or the solution, as it was stated,. You get the fos on to this beautiful new world that the client would love to be their reality down the road. I wouldn't say it's easy, but once you learn to do it, you will find yourself almost always transcending the