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Priority Clarification Framework: Force the Focus That Drives Decisions
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Your prospect lists five problems. Seven goals. Ten must-haves.
Everything's important. Which means nothing is.
Your Framework:
When prospects present multiple needs, resist the temptation to address them all. Instead, force prioritization through strategic questions:
"If you could only solve one of these this quarter, which would it be?"
"Which of these keeps you up at night?"
"If budget forced you to choose, what gets funded first?"
"Which problem, if solved, would make the others easier?"
"What happens if you address nothing else but fix this one issue?"
Don't let them hedge with "they're all equally important." Real decisions require real trade-offs.
Why This Works:
Unfocused prospects rarely buy—they defer, deliberate, and disappear. Prioritization creates clarity, urgency, and momentum.
When prospects articulate their true top priority, you know where to focus your energy. You're not chasing phantom opportunities or building proposals for theoretical nice-to-haves.
Plus, their reasoning reveals what they truly value: speed, cost savings, team impact, executive visibility. This becomes your closing strategy.
Action Step:
When a prospect lists multiple needs, ask one forcing question that makes them choose. Build your entire proposal around that singular priority.
Deals close when focus sharpens. Help them sharpen it.