CHAPTER 5
How to Write a Proposal That’s Accepted Every Time
A proposal is neither a negotiation nor an exploration. It is a summation of conceptual agreement. The sale is made prior to the proposal.
THE ROLE OF CONCEPTUAL AGREEMENT
Conceptual agreement occurs with an economic buyer in advance of creating a proposal. You might look at an hour’s meeting with a buyer in this fashion:
10 to 15 minutes: Building the relationship, creating trust
10 to 15 minutes: Discussing important issues, further trust
10 to 15 minutes: Conceptual agreement
10 to 15 minutes: “Pouring cement” on the agreement
Yes, I’m suggesting that an hour, or perhaps even 40 minutes, is sufficient, assuming you’re meeting with an economic buyer. The idea is to emerge from ...
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