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That’s what most quotes and proposals look like. A list of items the prospect can choose from and decide what they buy. It doesn’t matter if it’s actually important, it’s what they “feel” it’ll be important for them… in their self-diagnose. A sense of alignment and direction BEFORE the execution? Nah. We need it to happen today. Let’s skip that. This looks too expensive from that proposal. Let’s take it off. This is too many things —and it’s not everything that I asked for. Let’s pressure on a lower price. Having a list of your deliverables with the price of each thing to then sum up a total makes you… 1. Leave money on the table 2. Give away the choice of what they buy from their self-diagnose. A way out Guide your prospects and clients through what they really want, and how you can help them get there. And then show them the options that will make the most sense. In a bundle. You’ll see the difference. |