Completing a Homework Assignment
This is exactly the way it sounds—you give your prospective customers a little bit of work to do to gauge how serious they are in the evaluation of your solution. This shows you how engaged they are with the process and how seriously they’re evaluating it as a solution to the problems that they have.
This is the easiest and fastest way to identify who’s serious about evaluating your product. It’s a key milestone early in the sales process. But you can implement this checkpoint any time, regardless of the stage of the sale.
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