That’s right if you are not meeting a prospects’ need or not solving a problem you don’t have a sale. So how do you know what their issues are? Asking directly might work, but often prospects are not clear themselves. Ask questions like; if you could have the ideal relationship with your CPA ( or your service) what would that be like? Can you tell me what you like most about your current relationship with your_______? Then listen and ask “what do you like least? Bingo, you have it. Asking questions and sincerely listening will often provide the clues as to what a client wants, lacks, or needs.