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40 - Creating Proposals With Authority
Manage episode 358712805 series 3365656
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Where does submitting a proposal fit into your sales strategy? For many Professional Services Consultants, the answer to this question is ‘When the client asks for one’. And while that might sound like a good response, it’s also damaging to your authority positioning.
Responding to a proposal on the client’s request weakens your authority position and moves you from being in control of the sales process to allowing them to drive it. It also often derails your process into focusing on price, which drives the inevitable ‘race to the bottom’.
In today’s episode Greg discusses how to adjust your approach to the proposal process to maintain your authority.
Note: This week we have Greg flying solo while Andy takes a short break from the Accepted Authority Podcast.
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