The Death of Customer Proposals. Stop Sending Proposals and Win More Sales

The proposal trap: You just got off the phone with what you thought to be a promising prospect. At the end of the conversation, you told the prospect that you’d be sending them a proposal.

Most salespeople assume the customer wants a proposal, put unrealistic deadlines on themselves to deliver, then wonder why the prospect went MIA after sending the proposal!

Here’s the conversation to have to disqualify prospects and cut your proposal writing time in half.

“I’m happy to send a proposal. What information do you need to ensure we’re the best fit?”

“I need integration, pricing, and support details.” (They didn’t ask for specs!)

“When do you need it?”

“Can you send it tomorrow?” (Everyone wants things done ASAP, Which is why it’s important to push back.)

“I don’t want to rush through your proposal, and instead, ensure I give it the attention it deserves. When is the latest I can send it, while meeting your timeline?”

“Next Tuesday is fine.” (The customer gave you 6 more days you didn’t think you had.)

“What does your review and decision making process look like?”

“I review it, then IT and finance review. Then the CRO signs off.”

“If I send it next Tuesday, when will you have time to review?”

“I’m out on PTO, so probably by the following Monday would give us all enough time to review it together.”

“Does Wednesday of that week at 10 AM work to discuss the proposal with with you and everyone you mentioned?”

“That works.”

“If we need to connect, what’s the best way to reach you?”

“Mobile is best.”

“Great. I’ll send the meeting invite now. What concerns, if any, do you have that would get in the way of working together?” (Uncover any initial objections that can also disqualify them.)

Sell More with Less Proposals.

Recap: I coach them through the process, then send them a copy of what we discussed and what they need, (I keep it to one page, two max), and I also send the contract.

Beautifully designed proposals don’t sell. Salespeople sell.

My closing rate? Nearly 100%. Because I don’t send a proposal and contract unless they’re ready to buy.

Some prospects don’t even want a proposal. The may already be sold by you, and simply want to see the final terms.

Commitments go both ways. If they’re unwilling to make a commitment, or aren’t aligned with your process, read the signs.

Beautifully designed proposals don’t sell. Salespeople sell.

Final Lessons:

• Don’t assume what the customer wants and when. Maybe they’re ready to buy. Maybe they just need some clarification, rather than a proposal.
• Confirm but challenge their timelines if they don’t work for you, instead of what you think they want.
• Identify decision-makers and ensure they will be at the meeting.
• Send overview and contract.
• Determine next steps.