A prospect describes a problem but gives little detail. Ask follow-up questions that uncover impact, urgency, and decision context.

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I would ask questions that move from problem to impact. For example: How is this affecting the team today? What happens if it is not fixed this quarter? Who else is impacted by the issue? Have you tried to solve it before? What would a successful outcome look like? These questions help qualify urgency and value without sounding aggressive.