1 min lesson
Quantify the buyer's problem
Turn a broad complaint into evidence that can guide an evaluation and business case.
Step 1 of 2
- Ask which AI coding tools engineers use today, whether use is approved and what work those tools handle.
- Find where time is lost in onboarding, code review, repetitive edits or work across a large repository.
- Learn who reviews source code handling, model use, access and data retention before a trial can begin.
- Ask what a successful evaluation would prove, who owns it and what would justify a broader rollout.
Follow the vague claim
"You said reviews take too long. Could we use the last pull request as an example? How long did it wait, how much work came back and who lost time because of that delay?"
Do not pitch on the first pain
A problem that sounds relevant may have a different cause than you expect. Ask enough to understand the workflow, cost and owner before connecting it to Cursor.