What if you never wrote another proposal? Outlandish statement? Maybe not.
Most people are anxious to get a proposal in front of their prospect as soon as possible. After all, the sooner we ask them to buy something, the sooner we will get an answer right? Correct. You WILL get an answer sooner when you ask a prospect to buy sooner. So, why not crank out those proposals?
The quick answer you get is far more likely to be “no” or a “Let me think about it.” Which you know eventually winds down into a “no." A woodpecker bangs its head against a tree a thousand times a minute. Is that how you see yourself?
So, what about this?
What if by the time you presented your proposal, you and the prospect had already confirmed that you are working on the right needs? Needs that warrant attention and a solution sooner rather than later?