The other day I mentioned I was working on the second most-common mistake my customers make in their sales proposals.
One of you emailed me back and said, “Nice, Matt, but what’s the first most-common?”
The first most-common mistake, by far, hands down, no contest, is putting themselves in Position #1, and their customers in Position #2. In other words, making yourselves the stars of someone else’s show.
It’s a completely natural thing to do, so cut yourselves some slack. After all, if we humans didn’t have a very strong self-preservation impulse, there’d be, like, a grand total of three of us, and we’d be lucky to be huddled in a cave somewhere while something else ruled the world.
As natural as this impulse is though, it’s causing you to lose deals. It’s causing money to go into someone else’s pocket, not yours.