http://businessdevelopmentexpert.net incorporating Ian Farmer's SALES EXPERT blog ......helping you find, win and keep new B2B customers Fri, 26 Feb 2010 22:52:28 +0000 http://wordpress.org/?v=2.8.4 en hourly 1 http://businessdevelopmentexpert.net/2009/04/winning-new-clients-tip-of-the-week-no-11/ http://businessdevelopmentexpert.net/2009/04/winning-new-clients-tip-of-the-week-no-11/#comments Mon, 06 Apr 2009 17:59:00 +0000 Ian Farmer http://businessdevelopmentexpert.net/2009/04/winning-new-clients-tip-of-the-week-no-11/ Too often we submit proposals that unintentionally offer the prospect, client or customer a simple choice – go ahead or don’t. Whenever you are uncovering your prospect’s needs and presenting your solution always look for two options they could go for – don’t invent something and make sure you have raised the options in the discussions. For example you could offer pricing options, product configuration options, delivery and installation options. Then when you present the proposal you are asking “do you want to go ahead with Option A or would you prefer Option B?”. The prospect is then deciding which option to take rather than deciding on the choice we usually give which is “do you want it or not”.

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