Market Profile sheets help to make your sales become planned events rather than random occurrences. When you review their wealth of information before contacting customers, all your questions have one target: making customers' goals measurable. Then, you see whether you can help customers to achieve them.
Yet, one more issue remains in your pursuit of providing customers with more value than competitors and getting compensated for it. You need to know if the customers can achieve their goals, let alone you. Chapter 4 can help you in this endeavor.