Extract the buyer's real question from discovery material
Distils the specific decision or problem buyers actually arrive with from discovery calls and sales notes, separating the surface ask from the underlying question in the buyer's own language.
In / outDiscovery calls, sales notes, or inbound enquiries → one-paragraph distillation of the buyer's real question with surface vs. underlying framing identified
You might say…
“I keep answering the question they asked, but now I can see it wasn't the question they actually had.”
What it does
Given discovery calls, sales notes, or inbound enquiries, distils the specific decision or problem buyers actually arrive with — in their own language — separating the surface ask from the underlying question. Used early when shaping a new service line to ground the deliverable in a real buyer need rather than the firm's methodology.
Trigger: Use when shaping a new service line and you need to ground the deliverable in a real buyer need rather than your own methodology framing.
Recognise the problem?
The primitives are the commodity part. The fastest next step is a conversation about composing them into something that works for you.
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