A prospect invites you to send him a proposal. Is it a buying signal or a stall?
According to sales trainer Chris Lytle, "four words you really don’t want to hear: 'Send me a proposal.' If you have made a good presentation and the prospect has a problem you can solve, then you want the prospect to write you a check. That would be a better outcome than going back to your desk and writing a proposal, wouldn’t it?"
Before you automatically respond by completing an unnecessary writing assignment, read the full guest blog post by Chris Lytle at Paul McCord's Sales and Sales Management blog, and you'll come away with a more discerning eye and ear for what is really needed to advance the sale.
