If you're discussing a potential project with a prospect or client — whether you’re a freelancer, consultant, small business owner, or anything else — asking these two simple questions can improve your chances of winning the work and delivering it to their satisfaction.

Question 1 — What matters most to them about the project?
Question 2 — What matters most to them about who they partner with?

(Adapt the language to suit the situation.)

Whenever I've asked these questions, the answers haven't been what I’ve expected and the insights have been invaluable.

p.s. Read “Gap Selling” by Keenan.

See this post on LinkedIn