Problem Solvers Focus on the Problem, Not the Solution

Think back: the last time you pitched an idea – internally or to a customer – did you start out by getting everyone to agree on the problem they were facing? If not, I’ll bet you didn’t land the deal.

We’re all trained to come up with solutions, but if you don’t identify the problem – the customer’s pain, the roadblock to their success – nobody’s going to throw money at your solution. That’s for sure.

Example: If you’ve ever wondered how Apple makes one breakthrough product after another, here’s how:

By Steve Tobak

Full Story: http://www.bnet.com/blog/ceo/problem-solvers-focus-on-the-problem-not-the-solution/7786