Are You Solving the Wrong Problem?
The excerpt is a coaching debrief of a sales call where Speaker A discusses a client’s potential purchase, concerns about overproduction, and the prospect of setting up facilities in China. Speaker B critiques A (and a salesperson named Jordan), arguing that the real issue is not the client’s buying intent but a failure to properly probe and clarify the client’s true problem. B suggests that the salesperson should ask why the client would consider investing in China when there is significant domestic growth potential in Australia, framing it as a two‑truth question. Speaker C shifts the focus to understanding the client’s internal role and division of responsibility. Overall, the dialogue highlights common sales pitfalls: jumping to solutions without confirming the problem, neglecting market‑specific analysis, and overlooking decision‑maker dynamics.
