I have never been happy with the word, and subsequent use of the “proposal” in sales. It just seemed to me as being too dry to represent anything but the price.

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If you’re a sales manager, I would like you to take this opportunity to picture one of your salespeople in your mind’s eye, right now. This could be your favorite team member, or it could be a person you’re having some challenges with at the moment.
Are you picturing that salesperson? Good. Now answer this question. [...]

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Shortly after hiring a new salesperson, most sales managers will develop a case of “tunnel vision” by setting their sights on one single, seemingly all-important metric: the first closed deal that salesperson posts. Assuming that your process does not incorporate a single-call close (a decision to buy that occurs on the very first appointment or [...]

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Salespeople are not trained like other professionals. Very often, they are not trained at all — or, to be more accurate, they are primarily SELF-trained. It’s what they’ve already trained themselves to do, and how they’ve trained themselves to think about selling, that you want to uncover, because you are not very likely to change their existing modes of thinking.

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