Proof buyers need at each deal stage

• Diagnostic question

  How customers pay

  revenue model question

  Finds the revenue model, which decides whether paying should wait for a habit or is itself the value event.

• Diagnostic question

  Weekly sign-ups or orders

  traffic volume question

  Sizes the traffic at the step that matters, which decides whether a standard A/B test can read in time or small-sample designs apply.

• Diagnostic question

  The key action at each stage

  desired actions question

  Names the one action wanted from users at each lifecycle stage, so every lens rates the right behavior.

• Diagnostic question

  Runway and revenue priority

  cash mode question

  Checks runway and whether revenue is the top metric, which can make paying co-binding with the main constraint.

• Diagnostic question

  Quick scan: what brings users back

  external trigger quick scan

  The second of Hooked's five fundamental questions, used as the default quick scan of the external-trigger link.

• Diagnostic question

  User quick ratio

  growth accounting question

  Computes new plus resurrected over churned users for the last 28 days, and how long it has been below 1.

Sources

• Influence · Robert Cialdini

  Ch.4, p.107 · Ch.6, p.166

Source IDs: INF-T-SP-17 · INF-T-AU-01

Book content is paraphrased, never quoted at length. Last verified October 24, 2026.