Most proposals fail because salespeople skip diagnosis and just hope clients bite. Instead, find where clients are now, where they want to be, and quantify the gap between them. That's how you build a case that actually sells.
What a lot of people do is they simply just send a proposal without diagnosing the client's problem. They send a proposal to them, and then they hope and pray that the person pays it. That is called hope and pray marketing. It does not work. So we need to have a proven sales process where we build a gap from where they are right here to where they want to be. So let's pretend they're at A and they want to be at B. And so within the sales conversation, we use a sales script or a sales framework to be like, okay, Johnny, where are you at with your business? Okay, you're here. Now. Where do you want to go? And we need to quantify those two things.
