Problem Finding

Great book - Great concept
Sales is not evil.
We are all pursuaders.

Inc. as usual does a great interview with Daniel Pink: Sales and the New Art of Persuasion

Nice excerpt on "problem finding:

What sales traits are crucial for entrepreneurs?

This principle of clarity. Entrepreneurs are moving from a world of problem-solving to a world of problem-finding. The very best ones are able to uncover problems people didn't realize that they had. Today if the customer knows precisely what their problem is they will probably be able to find a solution on their own. The entrepreneur is more valuable in cases where [customers] don't know what their problem is or they are wrong about their problem. So surfacing latent problems, anticipating new problems, is really powerful for entrepreneurs. What entrepreneurs and artists have in common is that they give the world something it didn't know it was missing.