Days are ticking down to the end of the 1st quarter, 2019. You’re reviewing your pipeline and the likelihood of closing business to make your numbers, but the heart starts to race when you sense several decision makers have lost the urgency to make a decision. How do you inspire them to think differently - to shift to a mindset of taking action? In ValueSelling Framework® vernacular, you ask anxiety questions. To do this effectively, you must learn how to elicit an emotional response, without risking rapport.