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the THREE most important things

What are the THREE most important things to your customers? is a trick question… sorry / not sorry.

Why a trick question? because the answer isn’t static. It is only true for a moment in time. It also isn’t universal for all customers, it’s specific to each one.

Instead constantly ask yourself – what are the THREE most important things:

  1. that will indicate successful project completion?
  2. to help them reach their targets?
  3. for this specific purchase?
  4. about this decision?
  5. to them?
    • to their boss?
    • to their organization?

What questions are important for you to ask will shift, based on what you’re working on together.

Plus, never get stuck thinking that yesterday’s answer is the same today!

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