Are you one of those sellers who graciously agrees to e-mail your prospect the proposal? You know the scenario: Your prospect wants to review it and will call you later in the week. Then you can’t seem to get him or her on the phone to discuss it. There the opportunity sits, lingering in the pipeline while you try to figure out your best next step to re-establish communication.

With established customers who already love you, it’s perfectly fine to e-mail proposals. They’ll take your call later and discuss them. But with prospects, it’s a crapshoot whether you’ll hear from them again. So although you want to be accommodating with a new prospect, this is a time to push back.

A Trust-Building Opportunity

Look at proposals as another opportunity for you to get in front of new prospects and continue establishing trust and building the relationship.

If your sell cycle isn’t naturally long, as it can be with many software solutions, your bond with a new prospect is still fragile. Presenting a price can break the delicate relationship you’ve worked so hard to build.

You need to be there in person to:

http://www.thevarguy.com/2012/06/13/the-proposal-dilemma-e-mail-phone-or-in-person/comment-page-1/#comment-149071

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To Discuss how these Solutions will add value for you, your organization and/or your clients, Affinity/Resale Opportunities, and/or Collaborative Efforts, Please Contact:

Tom McDonald, tsm@centurytel.net; 608-788-5144; Skype: tsmw5752