Don’t Just “Propose”… Sell!

Sometimes, “selling” is a dirty word to the those of us in the professional services industry, and we do everything we can to avoid appearing like that’s what we’re doing.

… I would do anything to avoid directly asking for the sale—especially if it meant I had to quote a price. Instead, I took the softer, gentler approach and buried the cost somewhere on page nine of my 10-page proposal. But after a few years, I began to grow weary of the “prepare a proposal and hope” strategy.

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