In The Glass Arena. Rule: Get the prospect to state their real objection in their own words before attempting any close.
Voice-only. Tone, pacing, and silence are your entire body language.
A face in a rectangle vs. their inbox. Multi-stakeholder rooms.
Face to face. Space, body language, and the endowment effect.
One objection, fifteen seconds. Instant grades.
Your cross-call trend read + next opponent.