Many of us fall into the trap of wanting to provide a proposal to show the prospect all the products or services you or your company can provide.
We hope that there will be some additional things the prospect will add to the purchase because they saw it in the proposal.
This may be true in some cases. However, the opposite can also be true.
A proposal with additional products or services that are not required to solve the prospect's initial reason for requesting it will only confuse or frustrate the prospect.
Isn't it better to first get the business and then explore what else the prospect - now a client- might need?
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Technology is changing the way buyers and sellers interact. Clear, concise communication is more important than ever and personalizing that communication will be the difference between winning and losing deals. |
