{"href":"https://api.simplecast.com/oembed?url=https%3A%2F%2Fheads-up-adviser.simplecast.com%2Fepisodes%2Fgetting-to-why-YwpmWvlt","width":444,"version":"1.0","type":"rich","title":"Getting to \"WHY?\"","thumbnail_width":300,"thumbnail_url":"https://image.simplecastcdn.com/images/138a522c-9ca7-427d-9dcc-7385c8ea73bc/46565887-2d1c-4fc8-9359-d502c3cdbbd2/podcast-cover.jpg","thumbnail_height":300,"provider_url":"https://simplecast.com","provider_name":"Simplecast","html":"<iframe src=\"https://player.simplecast.com/e06a21cb-beb0-4ae0-8186-e20e43577761\" height=\"200\" width=\"100%\" title=\"Getting to &quot;WHY?&quot;\" frameborder=\"0\" scrolling=\"no\"></iframe>","height":200,"description":"\"I thought the meeting went great. My presentation includes our company's history, location, experience, the logos of the clients we've won... Why does the prospect keep screening my calls after that?\"\n\n(a typical question in a broker's daily life).\n\n\n\nLet's clarify: discovery work is not about the broker.\n\nIt's now about helping a prospect discover something about themselves, namely, WHY they should do something different. "}