Awesome answer that completely turns the tables on those prospects who would much rather ask what you do to avoid talking about (or even being aware of) the problems they are currently facing. "We specifically help people solve these 2 issues. Issue 1 and issue 2 that is holding them back from success. If it's OK with you, may I ask you a few questions about yourself to understand with more context your situation and what you're trying to work on? And then we can take it from there. Would that be OK with you Harry?" - Keep turning things around so they don't put the ball in your court!
Awesome answer that completely turns the tables on those prospects who would much rather ask what you do to avoid talking about (or even being aware of) the problems they are currently facing. "We specifically help people solve these 2 issues. Issue 1 and issue 2 that is holding them back from success. If it's OK with you, may I ask you a few questions about yourself to understand with more context your situation and what you're trying to work on? And then we can take it from there. Would that be OK with you Harry?" - Keep turning things around so they don't put the ball in your court!
Swap out "If it's ok with you," to "If you are open to it," -- slightly softer intonation and giving them a comfortable way to decide on answering!