Give Options in Proposals

Looking over some old proposals over the weekend and then checking to see which ones were accepted, I noticed a trend regarding the ones accepted the first time offered. The accepted proposals had options or alternatives in the offers which closed the sale based upon the Contrast Principle and Giving the Customer exactly what they valued.

Now the gurus of consulting and sales training have been talking about this for a long time, yet here is my version of why you use options in your proposals especially in B2B sales.

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