A speaker advises that listing detailed deliverables and step-by-step items when presenting to prospects can trigger budget objections—prospects may pick items to remove—whereas the deliverables are intended as a packaged whole to achieve better content results. The snippet is sales/presentation guidance aimed at avoiding scope-driven pushback.
And so when you're itemizing your deliverables and your different steps out like this, you're actually shooting yourself in the foot because you're actually giving the prospect the budget objection. Because they're looking at all these things and they're making the decision saying, hey, I don't think I need this. I don't think I need this. Can we just take this stuff out entirely? I don't want to deal with any of that. When in reality, all of this is packaged up in one format to help them get the best results possible with your content.
