Which of the following describes the consequence when the prospect selects a benefit in the Fulfill Promises Play?

• A. It allows you to frame things in the proper perspective.
• B. The short length helps to keep the prospect's attention.
• C. When the prospect chooses a benefit, it can immediately become a non-verified Proof Play.
• D. You don't want to spend too much time talking about the past—it's time to look ahead.

Answer: (C)

The key idea is turning what the prospect wants into a plan to prove it. In the Fulfill Promises Play, once the prospect identifies a benefit, you map that benefit to a Proof Play—a concrete way you’ll demonstrate that benefit. Since this proof is being offered before you’ve actually delivered results, it’s considered non-verified. Framing it this way keeps the conversation focused on delivering measurable value and sets up how you’ll verify that value later. This approach moves from promise to evidence, preserving credibility while keeping momentum. The other options don’t capture this immediate shift into a plan for verification tied to a chosen benefit.