Written by: Vickie Sullivan | January 21, 2020
How to Deal with Proposal People
Have you ever dealt with someone who wouldn’t answer any questions and kept saying, “Just send me a proposal”? This happens a lot in commoditized markets when everyone looks the same.
When sales are slow, it’s tempting to chase these clients, thinking your proposal will be so stellar that they just can’t refuse. The reality is that some folks are just shopping for price. And there are others who are in exploration mode and are open to paying more if it’s worth it. Here are two ways to tell the difference.
• Their response to your questions. If someone won’t answer your questions or they cut you off by saying, “Just send me the proposal,” then they are probably looking at price. To test this theory, ask them outright by saying something like, “Are you requesting this because you are comparing prices? I can answer that question right now….” Their answer will tell you if they are open to your services.
Listen: What to Say When Someone Says, “Just Send a Proposal”
• No next steps. If the prospect won’t commit on the next step to a decision, they are shopping. It doesn’t matter how interested they sound before that. They have no urgency to make this happen. It’s also a sign of “nice to have but not a priority.” Abort mission.
Sales conversations are more than closing deals. They also need to determine your next best step, which includes saving time spent on proposals that won’t go anywhere. The faster you weed out the proposal collectors, the more effective your sales efforts will be.
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