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hi this is Joe Morelle and Im here with my son this is Joey Merlin and were gonna read you a passage from the book one that we feel over the next three to five minutes could benefit you in closing more sales would you like me to I would like you to read it Joe so were gonna were working off of chapter six page 95 and this this chapter is titled smart proposals sure so again this is the the smart sales method which is the CEOs guide to improving sales results for b2b technology sales teams were going after Chapter six some proposals win deals most dont why not because most proposals are talking all about the seller not the customer about themselves not about the customers business objectives the organization writing the proposal always claims to have the highest quality offering at the lowest price how can that be yeah just but well keep going their offerings are always described as cutting edge and second to none their service is always unparalleled their people are always the mo