Problem-Minded Discovery Alignment Checklist

This checklist serves as a guide for sellers to achieve alignment with buyers during the discovery phase of the sales process. It outlines the common issue of misalignment between buyers and sellers regarding the understanding of the buyer's core problems, which can lead to a 54.5 percent disconnect. The document emphasizes the importance of a Problem-Minded approach, where sellers challenge buyer assumptions and establish mutual agreement on the problem before discussing solutions. It introduces the RE-ALIGN framework, which includes steps such as gathering information about the buyer's business, reviewing past interactions, asking targeted questions, and actively listening to the buyer's perspective. The checklist also highlights the need for sellers to assess the buyer's confidence in their problem definition and to collaboratively develop a clear problem statement. The goal is to ensure both parties have a shared understanding of the challenges before proceeding with potential solutions.