💡 Tip — Day 184
Use the Why-Now Chain to separate real projects from polite curiosity. Buyers rarely say, “We have weak urgency.” They say, “We’re exploring.” Your job is to trace what started the exploration. 1. Trigger: “What happened that made this worth looking at now?” 2. Current workaround: “How are you handling it today?” 3. Internal pressure: “Who is asking for this to change?” 4. Deadline: “Is there a date or event this needs to be solved before?” 5. Consequence: “What happens if that date slips?” This is Gap Selling in plain English: no clear gap, no clear deal. 🎯 Try this today: Pick one discovery call and add the Why-Now Chain to your notes before you join.
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