How can companies leverage the Three (3) Whys concept to ensure they have the right fit for their own needs?

The "Three Whys" are a problem-solving technique used to understand the root cause of an issue. It involves asking "Why" three times to drill down to the fundamental problem. This technique can be useful in sales prospecting to help identify whether a prospect is a good fit for a product. It is also a good foundation for the client themselves to use to better understand their own north star. Here are a few suggestions on how a company can use the Three Why's in their sales prospecting process:

1. First, ask why they need a solution to their problem. This will help you understand the impact of the problem on their business and whether they have a sense of urgency to solve it.
2. Next, ask why they have not yet solved this problem. This will help you understand any barriers or constraints that may be preventing them from taking action.
3. Finally, ask why the prospect is considering your product. This will help you understand their needs and pain points, and whether your product is the right solution for them.

By asking these questions and really listening to the answers, you can get a better understanding of whether the prospect is a good fit for your product and whether they are truly interested in solving their problem. This will help you tailor your sales pitch and ensure that you are focusing your efforts on the right prospects.

In the end, it keeps everyone on the same path forward or also known as the north star and it becomes the core of all conversations marching forward.