What is the recommended approach to translating a prospect’s goals into measurable targets?

  • Assign homework so you already have this information before the call.
  • Conduct the meeting over video to make it a more personal experience.
  • Wait to cover measurable targets until the prospect has your proposal to encourage them to close.
  • Do the exercise via a whiteboard or spreadsheet to run through different scenarios.

The correct answer is:

  • Do the exercise via a whiteboard or spreadsheet to run through different scenarios.

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