Grimoire
- What does the other party want?
- What are its values?
- What are its goals?
- What does it consider results?
Yes, moving the goalposts can be a trap.
But installing them with concrete isn’t what makes them useful.
What are you actually selling?
Every market has a low cost provider. They’re selling savings.
For everyone else, what else is being sold that fills the price gap?
A price is a story.
Are you telling the one you think you are?
What would you teach a junior person in your role?
What’s your defining belief or differentiating idea about what it is that you do?
What is your signature?
Yes this is a silly World Cup meme tweet.
But also yes this is a great line:
Some prices are not prices. They are promises.
What promises are you making?
These four questions for management from Peter Drucker work just as well when you ask them about clients and customers:
How would your clients or customers answer those questions?
How does your product or service align with those answers?