{"id":2367,"date":"2019-04-11T15:30:00","date_gmt":"2019-04-11T19:30:00","guid":{"rendered":"https:\/\/primaressource.enconstruction.website\/send-proposal-too-early\/"},"modified":"2023-04-18T13:11:36","modified_gmt":"2023-04-18T17:11:36","slug":"send-proposal-too-early","status":"publish","type":"post","link":"https:\/\/blog.primaressource.com\/en\/send-proposal-too-early\/","title":{"rendered":"How to Resist the Urge to Send a Proposal Too Early"},"content":{"rendered":"
\n \"How<\/div>\n

Proposing too early. The scenario is easy to imagine, having surely gone through this yourself.<\/p>\n

The hunt had finally paid off and you\u2019d secured an appointment with a prospect. You were new to the game, and so you didn\u2019t quite know how to control your emotions and you probably had a high need for approval<\/a>. You found yourself in front of this person who had shown interest in hearing you out.<\/p>\n

<\/p>\n

You were asking open-ended questions and getting ready to begin the sales process, when, suddenly, the prospect interjected, saying they must cut the meeting short, and how about emailing them a proposal? You sent them a proposal, because, as we mentioned, you were new to this.<\/p>\n

What was in that proposal, anyway ?<\/h2>\n

You\u2019ve given them what they\u2019ve asked for. But what have you actually sent them ? You haven\u2019t had the time to find out enough about them to send a thorough proposal.<\/p>\n

The reason a proposal should only come very late in the sales process is because in the beginning, you don\u2019t really have a clue what your prospect\u2019s issues are. You haven\u2019t revealed the compelling reasons to buy yet. You haven\u2019t asked the good and right questions which provide this knowledge.<\/p>\n

Once you revealed your prospect\u2019s compelling reasons to buy through open-ended questions<\/a>, you must now make sure the prospect understands the offer you\u2019re putting on the table. It\u2019s an investment they\u2019ll be making towards solving a problem and bring them closer to the achievement of their compelling reason.<\/p>\n

Just say NO<\/h2>\n

Let\u2019s back it up a little. Your prospect has asked for an early proposal. Before investing yourself, you must first ascertain if this is a form of rejection<\/a>. Is the prospect trying to get rid of you ?<\/p>\n

If it\u2019s a brush off, dust yourself off and move on.<\/p>\n

When it isn\u2019t a case of rejection, the appropriate response is to simply confront the client, head on. \u201c Sure, I can send you a proposal, I\u2019d be happy to. But first I have a few more questions I must ask you. It\u2019s important I do to fully understand what I need to include in your proposal. \u201d This approach won\u2019t usually get much pushback.<\/p>\n

It\u2019s not just a rookie mistake<\/h2>\n

The urge to send a proposal too early in the sales process<\/a> may seem beyond what a senior salesperson would do, however, another element comes into play… Laziness.<\/p>\n

Though it entails a major lack of foresight, salespeople who are lazy by nature live by the shoot and pray doctrine. They\u2019ll send 25 proposals out and see who gets back to them. They\u2019ll certainly get a few hits, but the meat of the matter is yet to come.<\/p>\n

As Dave Kurlan says, \u201c Go slow to sell faster ! \u201d If you\u2019re lazy in the sales process, ultimately you happen to be working harder. When you take the time to truly understand your client, to be consultative, when you ask the open-ended questions and have revealed the issues which really matter, you will go faster at the tail end <\/a>!<\/p>\n

Doing it the right way is when you can afford to get lazy. Because if you\u2019re good at being consultative, at selling value and qualifying, and you present at the right moment, to the right people, closing happens by itself.<\/p>\n

Remember<\/h2>\n

In established processes, the proposal comes after the prospect has committed to buy. It\u2019s basically putting on paper what\u2019s been promised verbally. Guaranteeing the relationship, in other words.<\/p>\n

The prospect might try to fast track the process, but it\u2019s important for the salesperson to take control. In the end, going through each and every step ensures a thorough and complete proposal will find its way to the client.<\/p>\n

<\/a><\/span><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"

Resist the urge to send out an early proposal by halting a prospect who\u2019s trying to fast track the process. Proposing should remain at the end of the sales process, when the prospect and rep have a clear grasp of the situation.<\/p>\n","protected":false},"author":19,"featured_media":2365,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[130,125,127],"tags":[],"class_list":["post-2367","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-consultative-selling","category-sales-problems","category-sales-process"],"acf":[],"yoast_head":"\nHow to Resist the Urge to Send a Proposal Too Early<\/title>\n<meta name=\"description\" content=\"Resist the urge to send out an early proposal by halting a prospect who\u2019s trying to fast track the process. 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