A prospect gets in touch with you, asks you for information or a proposal, and really seems motivated to do a little business.

Its a great feeling, isnt it?

Effortless, calm, pleasant, upbeat, you name it. Its very much like floating on air.

In fact, its the very feeling of joyous, silky-smooth success that you expect to experience when youve worked hard for a number of years, developed a good reputation, and are more than ready to enjoy some of the fruits of those labors.

So, you do the proposal, get it out quickly, and then wait for a quick call, informing you that youve earned the deal.

But, you hear nothing the next day. No problem, no reason to push; Ill wait for tomorrow, you tell yourself.

Still, theres silence. Well, some people are busy; I am, too!

Ok, lets relax, and give it a few more days. No biggie!

More silence. At this point, youre more than curious. Youre starting to get paranoid. Whats going on?

So, you decide to call your once-hot prospect, but hes unreachable, even on his cell phone.

Hmm, you calculate, he probably has caller I.D. so he knows Im trying to get through, but hes avoiding me. That sucks!

Whats up with this?

Ill tell you, whats up: your prices, at least in the mind of the buyer.

He wants what you have, but your proposal induced a sudden sticker-shock, and he doesnt have the time, interest, patience, or even courage to tell you.

You have a choice: (1) Stick to your guns, feel self-righteous, and tell yourself, thats my offer, take it or leave it! (2) Or, you can make a fast adjustment.

The adjustment call is really a message or an email. You need to say, perhaps I misunderstood your needs, or my proposal missed the mark in some way. Id like to do business with you, so please let me know when youd like to chat, and Ill be happy to make the proper adjustments.

Believe me, this is a deal-saver.

Its an effective remedy for sticker-shock, but remember, it has to be administered quickly!