Too often, sellers make the common proposal mistake of sending a proposal too early in the sales process.
It’s understandable. They secure the meeting, have a conversation, and are anxious to move the deal forward. When this happens, sellers skip over important questions just to get to the proposal stage.
If this is you, pump the breaks.
You should only send a proposal after you’ve discussed and agreed to the buyer’s needs, explained your solution, and detailed what it’s going to take in regard to time, money, resources, and expectations for what can be achieved, and so on.
A proposal isn’t where you present your solution and the investment for the first time. It isn’t where you introduce a new offering that wasn’t previously discussed. A proposal is a summary of what you and a potential buyer have already agreed upon.
Once you’ve covered all the major areas and you’re ready to write the proposal, here are six keys to keep in mind.