Shownotes
Proposal shouldn't contain any surprises – particularly not the price.The role of a proposal is to replay everything you've already spoken to your client about.
In the previous episode, Carlos and Ben were joined by Hazel Martin, an executive and personal coach, who had a question about proposals and prices. She'd already had a couple of calls with the client and sent them a proposal. Her third call was coming up and she knew that they'd want to negotiate on price. She was thinking that maybe she should have priced higher.
Another feature of Helen's situation was that she was selling an existing product, a leadership program that had already been developed. She passionately believes in the power of the program and has delivered it to other companies. Therefore this also touches on selling a product as well as value-based selling.
So Ben and Carlos were eager to get her back on the show to explore these questions a bit more deeply with her:
- How do I price more confidently when proposal writing?
- How do I price a product?
If you're asking yourself similar questions then this episode is for you.
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