# Choose a problem that you can solve really well, in the line of your [[Sustainable Competitive Advantage]]@mbi
# Imagine a buyer that is perfect for your solution
# Now imagine that the buyer tells you: "I now you can solve the problem but it is not worth the costs"
# Think about the reasons why your buyer is wrong: why it *is* worth the effort or costs.

Example:
|Problem|Buyer says "now worth the hassle", why is he wrong|h
|Our design software makes you deliver design revision must faster|* Design revisions are the main cause of slowdowns in the product develpment<br>* In todays competitive world a late product is a dead product<br>The longer it takjes to make revisions, the greater the overall costs<br>* Competitors with shorter design cycles will eat your lunch<br>* Your best designer won't stick because you cannot provide them the the state of the are tools they expect|

Now these reasons provide you with the following [[Implication Questions]]:
* //What will it do with your competitive position if the new product is late?//
* //What effect does the slowness of your revision process have on your best designers?//
* //If competitors have a faster revision process, what impact will that have?//
bag
sales_public
created
Sun, 12 Jun 2011 14:46:03 GMT
creator
dirkjan
modified
Sun, 12 Jun 2011 14:46:03 GMT
modifier
dirkjan
creator
dirkjan