Why do proposals exist? Buyers think they can get the lowest price(or the best deal) by pitting one company against the other. Proposals are there to lower risk to buyer, and potentially to lower the cost.
The key is to make yourself the winner before the proposal happens.
When asked for one say "NO". That will shock poeple, ask them if they write notes. If "yes," say " well, let me just sign the notes.' Countinue y saying "all we really need to do is to pick a date to begin." and 30% of the prospect will, 'alright." The other prospects will insist on the proposal. but then you have won 30% without of the business without submitting a piece of paper.
If the risk is low and the reward is high, then the answer is always obvious. YOU WIN.
www.ekowapi.com.
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