January 22, 2026

Solution Last

Let’s say you’re in a sales interview with a prospective client.

Starting with a solution or deliverable in mind and looking for a way to value-price it is extremely difficult.

In my experience, it’s much easier to enter a sales interview without a solution in mind.

This way, you can spend your time really listening to figure out what business outcome they want, and what that outcome might be worth to them.

Once you have that, THEN you can decide what solutions might make sense, and at what price.

Yours,

—J

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