When real people seek real solutions to real problems they are facing, they go through a "solution seeking cycle".
And in this process, they are looking for specific answers to questions that ultimately lead to the "macro-yes": "yes, this is the solution I was looking for".
The 3 main categories of questions your prospective clients ask themselves are:

- 'hardwired' filters & beliefs (including limiting beliefs)
- 'The Journey' - from "is this the right destination?" all the way to "does the vendor share my philosophy?"
- 'Personality type': all people have core questions that drive every decision they are making - and these core questions differ depending on personality type.