Why Salespeople Invest Hours Crafting Proposals They Know Might Fail

I often hear from salespeople that they spend 5 - 20 hours a week preparing business proposals they are "hoping to get;" however, most of the time, their efforts are unsuccessful. 

Why are we compelled to provide proposals when our 'gut' tells us we are wasting our time? 

Let's explore some of the reasons we feel inclined to provide proposals: 

• The prospect asked for it. 
• 'If I don't provide the proposal, I definitely won't have a chance at getting the business.' 
• 'I can show the prospect all the other things that I or my company can do for them.' 
• My proposal will give all the details of how I would solve their problems. 
• 'I'm not great at asking questions - the proposal will cover the things I've missed.' 

In the traditional world of selling, the prospect feels they have the 'upper hand.' They believe that it is their right to be demanding and, if you want to do business with them, you must provide all they ask. 

We prefer to 'level the playing field' and have equal stature with the prospect. 

Remember, not every prospect is meant to be a customer.