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MKT.4:2 - Problem

A sales process can label someone as interested, qualified or ready while the actual decision remains blocked. More persuasion does not provide a missing budget, authority, access approval or feasible transition. Conversely, an unsuitable offer can be treated as though it merely needs less friction.

Recover the live choices and what each requires. Help the relevant people understand and obtain a suitable option while keeping a meaningful refusal available. Change the proposal when the problem lies in what is offered.