Day 191: Don’t ask if the problem matters

💡 Tip — Day 191

Don’t ask if the problem matters. Ask when it last showed up. Buyers can stay vague about “priorities,” but they get specific when describing Tuesday’s fire drill, the spreadsheet workaround, or the customer escalation. 🎯 Try this today: On your next discovery call, replace “How big of a problem is this?” with “When did this last happen, and what did it cost you in time, money, or frustration?”