"Promise me that before doing business with anyone else, you'll talk to me." This is an example of which play?

• A. Mutual Expectations
• B. Insurance Play
• C. Call-to-Action
• D. Overcoming Objections

Answer: (B)

This item tests the idea of securing a protective commitment in a sales conversation. The line to a prospect asks for a promise to talk with you before doing business with anyone else, which creates an insurance-like safeguard for your relationship. It’s about ensuring you stay part of the decision process and mitigating the risk of the buyer moving forward with alternatives without giving you a chance to participate. That sense of guaranteed future communication is the hallmark of the Insurance Play: you’re securing a commitment that protects your opportunity as the buyer evaluates options.

Mutual expectations is more about aligning on shared goals and outcomes rather than guaranteeing future contact with you. A call-to-action pushes for an immediate next step, not a protective promise about future interactions. Overcoming objections focuses on addressing concerns the buyer raises, rather than structuring a safeguard to preserve the dialogue with you.