Too often we submit proposals that unintentionally offer the prospect, client or customer a simple choice go ahead or don't. Whenever you are uncovering your prospect's needs and presenting your solution always look for two options they could go for don't invent something and make sure you have raised the options in the discussions. For example you could offer pricing options, product configuration options, delivery and installation options. Then when you present the proposal you are asking "do you want to go ahead with Option A or would you prefer Option B?". The prospect is then deciding which option to take rather than deciding on the choice we usually give which is "do you want it or not".
April 6, 2009