How To Avoid the Business Proposal Question Trap

Whether you're in front of a group or across the desk, you want the best possible chance for your proposal to succeed. 

   Don't let other people design your  multiple-choice exam. More often than not,  you'll get a question designed to force you into two options--and either/or doesn't  offer good odds for success.

What to do

Take control and expand your options. Here's an example:

Question: "Do you think we can get the contract if we come in under $100,000?"

Answer: "I don't believe the decision will be based solely on price. I believe the client's impression of our credentials, experience, and client list will be equally important."

Other responses to get out of a binary question:

"The situation is complex and requires more than a yes or no answer."

"Since you are asking me, I think we have more options than either Greenville or Compton. We might even consider putting the next office in the midwest. Let's review the criteria."

On-the-job application: Stay in control. Don't allow others to force you into a limited response if it won't do justice to the situation. Either/or locks you into two choices. When was the last time a major issue only had two possible solutions? 

 

 

Comments

[Samuel Cocco]

Hi, I think this comment is, in this case, accurate I agrre all the way with you, firstly because when starting a home business you get killed by fellow investors testing if you are able to get a good response or are in domain of the opinion on the table.

I think that when presenting a new proposal we all need to get concious first of what we are presenting and after thatwhat we want to get from that proposal.

Have a nice day.