Separate Problem From Pain
Distinguish a stated problem from deeper business and personal pain in discovery.
Do not sell to the complaint. Diagnose what the complaint costs. Problem The problem is the visible dissatisfaction. It is usually easy to name and easy to over-interpret. We are slow. Adoption is low. Reports are messy. Those are useful starts, but they are not yet the buying case. Pain Pain is the consequence that makes the problem worth solving. It can be economic, operational, political, or emotional. The same clunky process can mean lost revenue, executive pressure, team burnout, or customer churn risk. The bridge question Use the pain funnel bridge: What does that make harder? It is neutral,…
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