I have decided to add a guest writer for my latest blog post. It relates to that common misconception that by asking for a proposal a buyer is somehow predisposed to buy from you. Often nothing could be further from his mind.
Sadly, huge effort and intellect is wasted on proposals because the prospect has been poorly qualified. The most important point to recognise is that writing a proposal requires a great commitment from you (the seller), and no commitment from him (the buyer).
To make the most of a sales opportunity a proposal must be an integral part of your sales strategy. The more complex the sale the more important this becomes. Personally I never write a proposal without first having a date in the diary with the prospect to present it, and no I don't send it to him prior to the meeting.
So here it is. Its written by Dan Seidman at www.salesautopsy.com