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Reality #5 👥 Customer Pillar
Value-First Partner
"Building Relationships That Multiply Value"
Counters: Qualification Trap
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Core Principle
Partnership emerges through mutual discovery, not one-sided qualification.
The Shift
✕ FROM
Qualification filtering (determine if they are worth our time)
✓ TO
Mutual exploration (discover if we can create value together)
Key Practices
1
Recognize that prospects evaluate you while you evaluate them
2
Replace BANT with genuine curiosity
3
Build trust before assessing fit
4
Create partnership, not vendor-customer dynamics