How to deal with "2nd" type prospects better?

What are the best ways to deal with the prospects that are not motivated by external pain but are motivated on their potential? I had a sales call with someone who was that 2nd type and I leveraged the heaven he wanted to be at which I think helped, because I was able to reference after heaven how he was not there yet and that is what he's missing. But I think I can go way harder into pain without going into heaven yet. How can I leverage their potential to build that gap more before I get into heaven, so my Impact questions also hit harder? What questions would I ask? What is the thought process behind it?

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How to deal with "2nd" type prospects better?