You can phrase this however you want to. I try to keep it simple: How to judge how “Good” an Opportunity you have?
When you understand the combination of Urgency and Importance to the Buyer. Spelled out a little more:
-Important: To Who and Why? If you cannot articulate this to yourself as the Seller, do your REALLY think your Buyer will be able to do anything about it?
-Urgency: To Who and Why? If to purchase your product will provide some Relief to a problem Why does it need to be solved now? Why not Last Year? Why not Next year?
You can pretty simply figure out the nature of what you are doing by determining the Intersection of Urgency and Importance in every Transaction you are engaged in. As a Seller, if cannot answer these questions for yourself, I would be pretty careful in thinking that you actually have a real Opportunity before you.