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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