Discovery and Demo Don’t: “Your Current Solution”

I frequently hear vendors talk about “your current solution” in discovery conversations and demos with prospects. Using the word “solution” implies that the problem is solved and hence the prospect’s “current solution” may still be sufficient. 

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

 

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

 

Other suggestions, folks?