Define the buyer and outcome
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The idea in everyday life
Focus effort on people with a real problem you can solve and a plausible path to action.
A sales process is a filter: good opportunities move forward and poor fits exit early.
One step at a time.
Use the sample or information you have permission to use. Keep your work as you go. You can pause between steps.
- 1
Write the specific before-and-after outcome your offer can credibly create.
- 2
Describe who experiences the problem, who benefits, who approves, who pays, and who could block the decision.
- 3
List observable fit signals, disqualifiers, urgent events, and minimum conditions for successful delivery.
- 4
Build five qualification questions that reveal facts without interrogating or manipulating the buyer.
See how it works.
A freelance editor targets weekly educational channels with inconsistent postproduction, not every creator who has ever uploaded a video.
Did you cover these?
- Your work includes an ideal-opportunity card with target roles, problem signals, disqualifiers, and qualification questions.
- Check this common mistake: Calling everyone a prospect because they could theoretically use the offer.
- You can explain why a specific opportunity is worth pursuing using evidence rather than enthusiasm.
What to finish
An ideal-opportunity card with target roles, problem signals, disqualifiers, and qualification questions.
Watch for this
Calling everyone a prospect because they could theoretically use the offer.
How can I tell I understand it?
You can explain why a specific opportunity is worth pursuing using evidence rather than enthusiasm.
Quick knowledge check
Answer all 3 questions. Get at least 2 right and the lesson completes automatically.
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Answer all 3 questions above and get at least 2 right. You can review the explanations and try again.
Go to the knowledge checkOptional course overview video
The Art of Negotiation
From Stanford Graduate School of Business. Watch here or open it on YouTube .
Watch for an idea you can use in the practice below. You can pause or skip this optional overview.Tools, templates, and lesson sources
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Sources and further reading
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Source & access notes · checked 2026-09-10
Read the overview of interests, independent standards, alternatives, options, and communication.
Access: Free public article; other programs or certificates may be paid.
Reuse: All rights reserved. Linked as a reference; original Life Starter scenarios are not a Harvard course or endorsement.
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