Posted on August 19, 2025

Have you ever tried to fix something only to find out you were solving the wrong problem? Maybe your friend said their bike was broken because the tire was flat, so you pumped it up, but it was still broken because the chain was rusted.

It's easy to guess what the problem is, but the best way to help is to stop and ask questions first. This is a super powerful skill for everything in business and in life: you have to clarify to understand the real issue.

In sales, a customer might say, "Your product is too expensive." It's tempting to immediately start talking about discounts. But what if they're not really worried about the money? What if they're really worried that the product won't do what they need it to do?

The price is just an easy thing to say. If you just jump to offering a lower price, you might miss the real issue. You could lose the sale because you didn't solve their real problem.

Instead of guessing, become a detective. When someone says something like, "It's too expensive," you can ask a gentle question like, "I completely understand. Can you tell me a little more about what's making you hesitate?"

Or, "When you say it's too expensive, are you thinking about your budget, or are you concerned about whether it's worth the price?"

These questions do two amazing things. First, they show the other person that you are listening to them and that you care about their feelings. That builds trust. Second, they get you the real information you need to help.

Once you know their true concern, you can give them the perfect answer. Maybe the product is more expensive, but it saves them a lot of time in the long run. Now you can talk about the time they'll save, not just the money they'll spend.

So, the next time you're faced with a problem, whether it's in a business meeting or just helping a friend, remember to pause and ask questions.

Don't guess what's wrong. You'll save time, solve the right problem, and become a trusted expert. It's a simple trick, but it's one of the best ways to get things done.