😫 What's their single biggest frustration that you can remove?
A sense of frustration is a powerful motivator for making decisions, taking action, and creating change.
You'll be able to identify what "Enough!" looks like for them.
Ask your your buyer:
- What have you put up with for too long?
- What is blocked because this problem exists, and how problematic is that?
- On a scale of 1 to 10, how fed up are you with this?
Helping your buyer get clarity on these fears and frustrations, together with a definition of the problem stack, means you give them a nice and succinct view on the size and impact of the problem.
And after that, we move into what your buyer desires:
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