# Start where the buyer stops
A customer-conversation worksheet · Yuval Heiman / BoldGTM

Choose the earliest unresolved question. Ask about a real decision, not a hypothetical preference. Buyers can loop back; this is a diagnostic aid, not a fixed law.

## Attention — Is this relevant?
Ask: What was happening when you first started looking for a solution?
Try: Put that customer trigger into your opening message.
Observe: Can an intended buyer recognize their situation and explain the offer?

## Consideration — Why this one?
Ask: If you didn’t choose us, what would you do instead?
Try: Compare the real alternatives on the buyer’s priority, using evidence.
Observe: Can they explain why the difference matters to them?

## Confidence — Can I trust this?
Ask: What would you need to see before feeling comfortable taking this forward?
Try: Resolve one named concern with relevant proof, a transparent answer or a bounded trial.
Observe: Did that concern become clearer or get resolved?

## Adoption — Will we use it?
Ask: What would your team have to stop, change or learn to use this?
Try: Agree on a useful first outcome, an owner and the smallest practical next step.
Observe: Did they reach the outcome and return to the workflow?

## Your notes
Customer / date:
The decision they described:
Their words (keep separate from your interpretation):
Earliest unresolved question:
Possible explanation:
Evidence against that explanation:
Smallest useful test:
Owner / next conversation:
What happened:

Explore the research and its limits: https://bold-gtm.com/gtm-psychology