Hypothetical Selling

Now is a good time to revisit lost proposals. Why? Because the circumstances are different now and your prospect might be willing to pick them up again. Capital costs are lower. The need for being more competitive, profitable, and valuable is higher than ever. And as with any sale you can find new ways to reframe the benefits, this time emphasizing the non-utility-cost financial and non-financial benefits rather than the utility-cost savings and rebates.