Are You Not Asking About Numbers at All?

The key is to figure out what the other person values, and those values could be different based on the company. If you're trying to sell me a car, and i'm a middle aged guy, maybe i value safety, security cause i got kids and i want them to be protected. Or maybe i feel repressed from driving many years, and i just want something that's a little fun. And so typically when you're doing discovery, you want to go on with an open mind.