What Problem Are You Solving?

By Scott Sambucci | February 25, 2021

When I first speak with a startup entrepreneur or CEO, I like to ask, “What problem are you solving?” Frequently, the answer I get is all about their product. They’ll tell me about the market that they’re addressing or what they built it on—whether that’s a Java framework, or Ruby on Rails, or something else—and how it works. Their answer is all about the product, not the problem. 

Herein lies the first and probably the most important lesson in thinking about startup selling. 

Always focus on your customer’s problems, not your product. 

I’m going to repeat that, because it’s absolutely critical. 

Always focus on your customer’s problems, not your product. 

[Excerpt from my new book – “Stop Hustling, Start Scaling.”]

Download the ENTIRE Book here:  salesqualia.com/book