A prospect tells you they need to solve this problem 'by end of Q2' but won't commit to next steps today. How do you test whether that timeline is real or aspirational?

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Answer

Stay specific. One example, told well, beats three told fast. Make your decisions visible — what you chose between. End on what changed, for whom.

A prospect tells you they need to solve this problem 'by end of Q2' but won't commit to next steps today. How do you test whether that timeline is real or aspirational?

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