😫 What’s their single biggest frustration that you can remove?

A sense of frustration is a powerful motivator for making decisions, taking action, and creating change.

When you identify the 3 Fears and the 1 big Frustration, you’ll have the perfect emotional complement for your buyer’s rational problem-stack.

You’ll be able to identify what "Enough!" looks like for them.

Ask your your buyer:

• What have you put up with for too long?
• What is blocked because this problem exists, and how problematic is that?
• On a scale of 1 to 10, how fed up are you with this?

Helping your buyer get clarity on these fears and frustrations, together with a definition of the problem-stack, means you give them a nice and succinct view on the size and impact of the problem.

And after that, we move into what your buyer desires:

⭐ What are their three biggest wants?