Here are 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?
Too many salespeople stop selling as soon as a prospect says, "Send me a proposal." They take it is a buying signal and believe they have had a "great call." Whenever a salesperson tells me, it was a "great call," I know instantly that he didn't get an order.
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