Subtle, But Important “Solution” Suggestion

I frequently hear vendors talk about “your current solution…” in Discovery conversations and demos with prospects.  Interestingly, using the word “solution” implies that the problem is solved or partly solved – and hence, the “current solution” may still be sufficient.

Our objective is to move the customer away from the status quo – and therefore using “solution” as part of the description of their current environment may be counterproductive.

Accordingly, I’d suggest using “your current situation”, “your current state”, or similar phrasing to help you position the customer’s current condition as more problematic.

Other suggestions, folks?

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