Unlocking Sales Success: 10 Reasons to Rethink Writing Proposals

We've all encountered the request in the sales world: "Great, thanks for the presentation. We look forward to your proposal. Can you send us the three options discussed?"

It's a familiar refrain, isn't it? But let's be honest – writing proposals can often feel like a time-consuming chore, and sometimes, it's futile. Much like my earlier thoughts on RFPs, proposals seldom lead to sales.

I'd like to share an unconventional approach I learned from a highly respected former VP. He regarded an order form as his proposal. Sounds radical, doesn't it? But consider this: a proposal should essentially be a detailed breakdown of the mutually agreed-upon items to be purchased. In essence, it's your bill.

Now, if you're asked for a proposal, and you haven't already secured the position of the vendor of choice, there's a significant risk that you won't win the business. You might be part of what I call "column fodder" – vendors asked to submit proposals merely to fill a spreadsheet, with no real intention of seriously considering your offering.

Remember, your time is just as precious as your prospects. So, resist the temptation to take the easy way out by hastily drafting a proposal, hoping it'll add another entry to your sales pipeline.

Let me offer you 10 compelling reasons not to rush into writing that proposal:

1. Needs not identified: If the prospect's requirements are still hazy, drafting a proposal prematurely can lead to misunderstandings.

2. The proposal is requested before all needs are identified: A rushed proposal often misses vital details that can make or break a sale.

3. Your solution doesn't address all the prospect's needs: A half-baked proposal may fail to encompass the full scope of the client's requirements.

4. You are asked for more than one option within your proposal: Sometimes, offering too many choices can confuse the prospect rather than help them decide.

5. No close date: Without a clear timeline, your proposal may end up in limbo, with no urgency to decide.

6. Limited to no contact with the decision-makers: If you're not in direct touch with the key decision-makers, your proposal might get lost in the shuffle.

7. Prospect is focused on price: When price is the sole focus, it's often a sign that the prospect isn't considering the total value of your offering.

8. You must constantly hound the prospect for updates: Chasing after prospects for updates is a surefire way to drain your energy and resources.

9. You don't have a champion: Without an internal advocate who champions your solution, your proposal may not surpass the drawing board.

10. You are not the vendor of choice: If you haven't positioned yourself as the preferred vendor, writing a proposal might be fruitless.

Keep this list in your toolkit to test your sales opportunities. Reflect on recent wins and losses to see if these reasons resonate with your experiences.

Remember, your time and effort are precious commodities in the dynamic sales world. Invest them wisely in opportunities with genuine potential to yield fruitful results.

Bernard Kuhn

Sales Strategist | Solopreneur and SMB Catalyst | Fractional Sales Leadership

Email | Sales Resistance Blog | Website  | LinkedIn | Schedule a Call

Honest and informed sales advice that speaks to your gut, aligns with your principles, and reflects what I stand for.