I can get through my list of discovery questions just fine. But the second a prospect says something I didn't script for, I don't know how to chase the thread, so I just nod and jump to my next question. I can feel the real conversation slipping past me every time.
More people experience this than they realize.
You can ask your discovery questions, but you don't know how to follow up when a prospect surprises you.
If this sounds familiar, the Library can help you find the bigger picture.