I've had a LONG run of possible buyers who exhibited every buying signal, knew my rates then dropped out just before the deal closed. Is it something in the air? It's never been like this before.
As for weed them out that would come in the discovery phase before any proposal is submitted and as well having an established buyer persona. A big part is making sure you have true buyer persona established. However, I would submit a conceptual agreement before you submit a proposal and what this does, help align your value with their actual value needs. From there, when you send a proposal, it becomes a lot more personal. Remember, selling is helping you need to find the trigger points to customer pain and find way to align your value with that.
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