Developing hot buttons and buying motives.

Question, listen, clarify and paraphrase a prospect's responses to develop hot buttons and buying motives.

Question: What adverse impact does it have on you when an employee completes only three weeks of a six week assignment?

Answer: It really infringes on my ability to get my other work done. I also handle benefits and when I have to replace an employee who turns over on assignment I find myself taking and making calls to the supervisor and the temp service, when I could be handling other aspects of my job