Raising Money

It pays to set your sights high.

Have you ever tried to raise money for a new opportunity? Banks,venture capitalists and even deep-pocketed private investorswon't consider requests for less than tens of millions ofdollars, no matter how secure and profitable the loan or investmentis. In addition, they can only properly investigate so many dealseach year. It takes just as long to look over a $100,000application as it does a $100 million application.

The same is true for your proposals. If you want to get yourprospect's attention, ask for a million dollars. That's thekind of decision the top person makes. If you want to spend therest of your life selling to the second assistant night co-managerat the West Fork branch, try to pitch the top decision maker a$1,000 proposal. You'll be delegated to West Forkimmediately.

Excerpted from Creative Selling: Boost your B2B sales

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