“Propose the way you would want to be proposed to.” This tweet was recently issued by a sales lead generation company and I completely disagree with it.
You see, if you are a detail-oriented person and need to review tons of information before you make a decision, you will likely sell this way. Give the prospects lots of info and let them make an “educated” decision. Review every specific, every feature and every detail about the product or service.
If you use this approach with a fast-thinking, results-oriented prospect, you will lose their attention in about six and half seconds and you will lose that sales opportunity.