If you’re using a quote or proposal to sell off… Stop. Right. There.
Here’s the only good that comes from selling off a quote or proposal. And it only benefits your prospect in ways you probably don’t want it to:
They will turn right to the price
While you’re talking about how great you are and what you can do for them, all they are going to be thinking about is price
They will probably just tune you right out and fixate on price
When you leave, they’ll use your proposal or quote for what it is: a parts list
They will shop your parts list around to other MSPs or back to their own
If you’re not the cheapest option, you’ll probably lose the deal
Here’s why that happens
People always want to buy the best.