Module 5In Progress

Connect the Solution to the Problem

Positioning

Learning objective: Position only the relevant capability tied to the discovered problem.

Overview

Don't feature dump. Connect the specific problem you discovered to the relevant capability, then to the business value. Problem → Relevant capability → Business value.

Problem → Relevant capability → Business value.

Key Points

Bad: listing every feature
Better: tie the discovered problem to the one capability that solves it
Never dump the whole platform on the first call

Examples

Bad

Our AI has voice technology, CRM integration, SMS, calendars...

Good

You mentioned calls after 6 PM go to voicemail. That's exactly where the AI Receptionist helps — it answers, captures the lead, and books the appointment.

Practice With Rich — Positioning Drill

Rich presents a problem. Position only the relevant solution — nothing else.

Start Positioning Drill

Lessons

Problem → Capability → Value6 min