simple steps – hard to do…

  • understand the problem through your clients eyes

    • not with a solution in mind!

  • think outside of your solution context

    • obvious things are hiding the real challenges

  • challenge / confront your contact with questions

    • he/ she may want to be polite not giving you the full picture but only the jigsaw piece expected to be of relevance to you. This decreases the likelihood for a sale

  • understand the priority of the problem for your audience

    • helps you forecasting