It's easy. You walk in. They greet you. Everyone smiles.
Instant "we can't wait to get started."
The conversation is friendly and open. Trust is rampant.
The proposal doesn't matter. The price doesn't matter (within reason).
Getting a contract signed is a "formality."
It is bliss.
What is damn hard was the 12 years and hundreds of projects that came before.
The single most powerful sales tool is having a great reputation and a
Add on top of that a strong referral coming into the deal and you
Just keep that reputation.