> ## Documentation Index
> Fetch the complete documentation index at: https://irisdocs.prescientlabs.ai/llms.txt
> Use this file to discover all available pages before exploring further.

# Sales, Pricing & Proposals

> Run a consultative sales process that diagnoses the commercial problem before presenting the solution.

Professional-services sales is not a product demo followed by a quotation. The objective is to understand whether there is a sufficiently important problem, whether you can help and whether the client is prepared to act.

## Recommended sales sequence

1. **Research the account and likely trigger.**
2. **Run discovery.** Understand the current state, consequence and urgency.
3. **Qualify.** Confirm problem ownership, decision process, access and commercial fit.
4. **Demonstrate selectively.** Show Iris only where it helps explain how you would diagnose the identified problem.
5. **Scope the paid engagement.** Keep the first project bounded and decision-oriented.
6. **Present price and commercial terms.** Tie the fee to the work, risk and expected value.
7. **Agree a decision process.** Avoid ending with “let me know what you think.”

## The key mindset

Do not try to persuade every prospect. Your job is to determine whether there is a strong match.

A good sales conversation can end with:

* a paid diagnostic;
* a defined follow-up with additional stakeholders;
* a no-decision because the problem is not important enough;
* a referral to a better-fit provider.

## Common mistakes

* demoing before understanding the problem;
* asking many shallow questions instead of exploring a few consequential issues;
* discussing price before the client understands the scope and value;
* sending large proposals full of free recommendations;
* treating objections as arguments to defeat rather than signals to diagnose.

## What to do next

Read **Discovery Calls**, **Pricing Models** and **Proposals & SOWs** before running a live opportunity.