What keeps them awake at night, indigestion boiling up in their esophagus, eyes open?
Question 1
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What are they afraid of?
Question 2
What are they angry about? Who are they angry at?
Question 3
What are their top 3 daily frustrations?
Question 4
What trends are occurring and will occur in their business or lives?
Question 5
What do they secretly, ardently desire the most?
Question 6
Is there a built-in bias to the way they make decisions? (example: engineers = exceptionally analytical)
Question 7
Do they have their own language?
Question 8
Who else is selling something similar to them, and how?
Question 9
Who else has tried selling them something similar and how has the effort failed?
Question 10
