2h • General Discussion
Most deals don’t die because your product is weak
They die because you’re solving the wrong problem.
Here’s the shift that changes everything:
Stop selling features.
Start hunting for lost money.
Technical problems sound safe:
• Manual work
• Slow workflows
• Broken tools
But to a buyer, those are just annoyances.
What actually gets budgets approved?
• Revenue leaking
• Customers leaving
• Risks growing quietly
• Opportunities slipping away
A simple way to run discovery:
Step 1
Ask the technical question to open the door.
“How long does this take today?”
“How often does this break?”
Step 2
Keep digging until you hit business impact.
“What happens when this delays a deal?”
“How much does this cost you each month?”
That’s the moment the conversation changes.
You’re no longer pitching software.
You’re showing them what it costs to do nothing.
People don’t buy tools to be “more efficient.”
They spend money to stop losses, avoid risk, and capture upside.
Find the loss.
Everything else becomes easy.
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Most deals don’t die because your product is weak
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