How much does it cost? And when to answer.
Kicking around new ideas is fun for everyone, including the contact at the prospect you took so long to get hold off. After you stated your value proposition, you get the question "so how much does it cost?" Obviously, at some point during a sales process, a budgetary figure and eventually a proposal needs to be provided. The timing to issue a proposal is crucial however. A proposal should only be issued after the prospect wrote their own ROI document! Other than that, you ar