Don't Chase a Number, Chase a Feeling
“You should never chase a number you should chase a feeling” - Shane T
If you want to gain or lose weight don’t chase the desired number, your desired weight. Chase the desired feeling, chase how you want to feel when you reach your goal. This will make you really want to get there.
Don’t focus on understanding your customers’ financial and technical goals.
Try to understand how they want to feel in the future.
Deepen every customer conversation with "What did it make you feel?".
Move from what happened to how it made them feel.
Deepen every conversation with “How do you want to feel?”.
Move from what they want to achieve to how they want to feel.