Commit to a no-free-proposal rule
Use an up-front contract before creating proposal work.
Before sending your next proposal, confirm the buyer problem, success criteria, reviewers, and decision date. Proposal request: ____ What the proposal must help them decide: ____ Who will review it: ____ What criteria matter: ____ Decision date: ____ My up-front contract sentence: ____ We will check whether you made the CRM update in 3 days. A first discovery call where the buyer gave a vague business problem A stalled opportunity where the champion has not named the economic buyer A pricing request before decision criteria are clear When a prospect asks for pricing, a demo, or a proposal before discovery…
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