A sculptor doesn’t create the statue.

They remove everything that’s not it.

They don’t add.

They reveal.

Prospecting’s the same.

It’s your job to add more:

More features, more value props. more ROI.

The real art? 
It’s removing.

Chipping away and revealing a problem prospects might not know about that can hurt them.

Except your tool isn’t a chisel.
It’s a question.

Because a good question makes people stop and think, “Hmm, I’m not sure.”

Good questions make people see something they hadn’t noticed before.

That’s sculpting.

Instead of convincing, you’re revealing. Like this:

“A lot of SaaS apps end up underutilized or unused.
Totally normal with fast growth because different teams grab tools, and not all of them stick. How are you currently catching unused or redundant tools?”

Here’s a breakdown of that question:

1. Curiosity trigger: “How are you currently catching unused or redundant tools?” makes the brain pause to search for an answer it doesn’t have. That small uncertainty gap creates curiosity and attention.
2. Self-generated insight: Instead of telling the buyer there’s waste, it lets them discover it. People trust conclusions they reach themselves more than ones they’re told.
3. Cognitive dissonance: Once they realize they may not be tracking unused tools, the discomfort of “we might be missing something” motivates them to explore.
4. Low defensiveness: The question is neutral and assumes competence (“How are you currently…?”), so it avoids triggering resistance.
5. Identity preservation: It frames them as problem solvers, not as people being sold to. That keeps ego intact and keeps the conversation collaborative, not adversarial.

Sculptors don’t force the statue to appear.
They know where to chip.

If you want to be a better closer, be a better opener.

These products might help.

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