Not sure whether you should spend time creating a proposal for a buyer?
Try using the 'let's pretend' concept - that is, 'let's pretend the proposal meets all your requirements. What happens next?'
If a proposal is presented, it will focus only on those aspects that address the prospect's concerns.
The statistics suggest that most salespeople provide proposals because they believe it is the only way of ensuring their 'chance' of being considered as the supplier of choice rather than because it is a successful method of winning business.
I ask my clients to track the number of proposals written, the time spent preparing them, and the number of people involved against the number won.
Unfortunately, the number of proposals prepared versus the number won is very different.
You may have to exert more effort into prospecting, but you'll get more business in the long run.
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