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Part One: Market

Who is your market? Who do you serve? Describe them:

Look at all of your sales over the last 90-180 days, are there any patterns you
see? What similarities do your customers share? Were there any groups that
were quicker/slower to buy?

Think back to your recent conversations with prospects, what questions did
they have? What were they interested in? What objections did you face?

Think back to customers/clients you’ve dealt with in the past that you
absolutely loved, are there any similarities in these people?

Think back to customers/clients you’ve dealt with in the past that you didn’t
enjoy working with, are there any similarities in these people?

What patterns do you see from the above answers?

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infringements will be prosecuted. If you are the personal owner of the Instinct Education End User License then you may use it for your own use but not for any other purpose.
Part Two: Problem

What is the problem you are solving?

Why is this a problem?

Why is that a problem?

Why is that a problem?

Why is that a problem?

What is the real problem you are solving?

© Instinct Education - All rights reserved. Do not share, copy, reproduce or sell any part of this document unless you have written permission from Instinct Education. All
infringements will be prosecuted. If you are the personal owner of the Instinct Education End User License then you may use it for your own use but not for any other purpose.
Part Three: Solution

How do you solve this problem, what is your solution?

Does anyone else offer this solution? If so, what makes you different?

On a scale of 1-10, how likely are your customers to achieve this solution.

What could you do to increase this?

On a scale of 1-10, how fast do your customers achieve this solution?

What could you do to increase this?

On a scale of 1-10, how much effort is required to achieve this solution?

What could you do to decrease this?

What would “perfect” look like when thinking about solving this problem?

What could you do to bring your solution closer to perfect?

© Instinct Education - All rights reserved. Do not share, copy, reproduce or sell any part of this document unless you have written permission from Instinct Education. All
infringements will be prosecuted. If you are the personal owner of the Instinct Education End User License then you may use it for your own use but not for any other purpose.