Step 4 of the Pre-Meeting Protocol says: "See the meeting end well — not necessarily a yes — a clean decision." What does this indicate about the right success criterion for a meeting?

Practice question from Advanced B1S8 — bank. The correct answer is highlighted below with a full explanation.

Options

A

Every meeting should close with a confirmed investment
B

Success means the client commits verbally, even if the paperwork comes later
A meeting ends well when the wealth manager's internal posture remains intact, regardless of the client's decision

Correct answer
D

Success is measured by the number of follow-up questions the client asks

Why this is the answer

Defining success as a "yes" creates outcome-dependency, which is the root of desperate energy. When success is redefined as maintaining a peer-level posture and getting to a clear decision — yes or no — the wealth manager no longer needs the client's approval to feel good about the meeting.

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