If a person recognizes that you have a solution to his painful problem, he will take it.
Founders struggle recognizing qualified customers. They often struggle to understand the difference between a customer has the problem and a customer recognizes the problem.
People will have problems you can solve, but they won't buy it because they don't recognize the problem. It's important to recognize the difference between a person having a problem and a person recognize the problem. If she doesn't recognize it, she won't buy it.
Earlier when we started pubb.at, we were trying to get college clubs on our platform for free. They have engagement problems and suffer badly from it, but the community builders don't recognize the problem. They know they are suffering but don't know what exactly is wrong with it. Though pubb.at solves their problem, they didn't get on it.
That was a precious lesson for me to recognize the differences. No one ever taught me that before, I had to hit some real dead ends to learn it. You don't have to go through the same struggle that we had been through. Notice this difference in your next interview, it will save you a lot of time and morale.