In this episode, you get a different way of thinking about the proposal and it's called a choice of yeses. A yes or no choice pits you and your buyer against each other. But when you give your prospect options, you change the very nature of the...
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In this episode, you get a different way of thinking about the proposal and it's called a choice of yeses.
A yes or no choice pits you and your buyer against each other. But when you give your prospect options, you change the very nature of the conversation:
If you're a traditional accountant, prospects often come to you for transactional services. It's what they think they need. But when you take the time to listen more deeply to your prospect's challenges, you might hear that there are other pain points you may be able to help them with and new ways that you can add significant value.
Here are six guidelines for you to follow when creating your proposals:
When you offer a choice of yeses, it makes the conversation about the prospect and them getting their problem solved.
By providing value that your clients seek, that is how you can start working less and making more.
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