With Proposals, Don’t Just Hit “Send”

When you’ve reached the end of your sales process and your proposal is ready to send, remember that this is your last chance to maintain control. If you just email it into the ether without any forethought, you cede control to your prospect.

Whenever possible, especially in important deals, schedule a brief call to walk through the proposal. Wait to send it until just before the call, the morning of, or the night before.

While you’re reviewing the proposal together, make sure that you're asking what they like, what stands out for them, what's clear or unclear, and what their lingering questions and concerns are. This is your last chance in a live conversation to see how they react to pricing, scope, and logistical details. Get them talking and sharing what they like—this is also your last chance to have an honest, juicy dialogue. 

Finally, do not leave the call without a defined agreement about what's going to happen next. This is where things stall if we're not clear. In order to keep your process flowing, state your next steps and mutually decide how you will proceed.

Onward.

Tom

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