In some of my recent articles I have discussed the merits surrounding getting salespeople to hold off on producing proposals until the prospect is fully qualified. I have observed that many salespeople produce proposals because they are not skilled negotiators and they somehow think that if they put the information in writing the prospect will buy. The truth is that the proposal should really be a confirmation of what has already been agreed to, or has been determined that the prospect wants, needs and is interested in buying. Unfortunately, salespeople frequently rush in before these factors are understood.
The skilled negotiator […]