The Client Letter
September 11, 2012
Sedona, Arizona
Cloudy 63 Degrees
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I remember listening to a training recording once with David Sandler. For those of you who don’t know him, he’s the guy that created what I think it the best sales “system” ever.
My business career has not been the same ever since I got my hands on his books and recordings.
I remember once listening to him do a role play where a prospect was asking him for a proposal.
The buyer asked, “Can you do a proposal for us?”
He said, “Sure… it’ll be $800.”
Buyer says, “$800!? That’s it? This is a huge assignment…”
David says, “No, the $800 is just for the proposal.”
If you suffer from the “I can’t do it because no one else does it” syndrome, then understand what that is. That is you choosing fear over freedom.
If you don’t create your business the way you want it, you run the risk of getting to the end of this thing called life knowing you weren’t yourself. That would suck. Because at that point, I’m guessing not too much else will matter.
I’ve wasted a lot of time in the last 5 years doing proposals for people who were not serious or who did not have the money required to be serious.
I rarely do that any more.
These days, I usually just spit out a number and wait for a response. If I need a proposal, that’s a clue to me that I haven’t built the relationship I need to do business. You won’t read that in a book anywhere, but that’s truth… for me.
The point isn’t that you should charge for proposals. The point is that you need to be the driver in your business. No one else.
Are there changes you want to make to how you do things?
Start today.