This short transcript excerpt argues you should present price on a call instead of sending a written proposal. The speaker explains that revealing price via a call preserves leverage and emotional buy-in—after establishing the client’s pain and the value gap—whereas sending a proposal commoditizes pricing and encourages price-shopping.
Once you give them that price, all of your leverage in the conversation is gone, which is why you want to try to give them the price on a call. After you've built a gap of where they are to where they want to be, you've taken them down to the pain, you've taken them to the peak, and you've built a gap between where they are to where they want to be and how your solution is going to solve it. Then you present price because they're more emotionally bought in at that point versus just like sending a proposal. And then you're super commoditized on pricing, and then they look around for anybody else who's cheaper. Right. So, hey, it's a, it's a lesson learned. It's, it's. You could probably still save it if you just follow up enough.
