WHAT MAKES A PROPOSAL EASY TO SAY YES TO A proposal that gets a fast answer usually has three things: a clear offer, a specific benefit, and a low-risk way to start. The offer should be nameable in one sentence — "a three-month trial", not "a new way of working together". If the listener can't repeat your offer back to you, it wasn't clear. The benefit needs a number attached to it wherever possible. "It saves time" is an opinion; "it saves two hours a week" is something the client can check against their own week. And the risk matters more than the price. A trial with a genuine exit removes the fear of committing to something unproven, which is often the real reason a proposal gets delayed rather than refused. Perguntas: 1. What should the listener be able to do if the offer is clear? 2. Why does a number help more than a general claim? 3. What does a genuine exit remove from the decision?

Estás numa reunião com um cliente que já ouviu propostas parecidas de outras empresas. Apresenta a tua proposta de forma que se distinga: o que oferece, o benefício com número, e o risco baixo.

Situação: estás a propor um período experimental a decisores que ainda não te conhecem bem. Escreve a proposta com números concretos e um plano claro do que acontece depois.