aspirational selling

When selling, to only look at what problems the buyer or prospect has is only really looking at half of the equation. If you, like me, have been taught the consultive approach, you look for the pain and try to fix it.

Now if you also included where the prospect/buyer wanted to go you would be forward looking and perhaps increase the sale or the likelihood of success.

So ask questions like:
so what do you want to accomplish in the next year?
What stretch goals have been set?
What would need to happen to make those goals happen?

You still need to uncover the pain and try and fix it, but having the buyer also looking bigger picture will make sure you are uncovering all the opportunity.