Building the Proposal and Closing
From a proposal factory to a customer happy to buy
As we all know, a proposal is a key moment in the sales process. Hard to close business without a proposal. But why make a proposal if you know upfront you won’t close it anyway. Some of the reasons often mentioned are: we won’t be asked for the next deal, every customer deserves an offer, nothing ventured, nothing gained… These are just excuses: Sales people are not paid to make proposals, they are paid to close deals.
So why would you continue being a proposal factory? How to postpone the proposal phase till the moment you know your customer will buy?