I listen in on sales calls w/ our client companies. The sales executive
asks, "What is the next step?" for deals in the pipeline.

"Bob asked for a proposal." Often is the reply. And excitement vibrates
through the sales con call. The prospect must be ready to buy because
the sales stage is PROPOSAL. 

Hold on a minute. I am a professional salesman, scar covered, that
has heard it before. Proposal stage is not bad, but is not money in the
bank. What can happen here: 

1. Buying process requires 3 bids, or 2 bids and Cannon fodder you become.
2. Professional shoppers, your prospects, are shopping prices and terms.
3. Proposal is used, by your coach, to sell internally.

One or two is vampire. Or a sales cycle sucking blood from your
veins. Three is not too bad. Lonely I feel when someone else is selling
for me. I do all possible to inject into this process. And here, a
quote is necessary. On three, I get a commit from my coach. If he wants
a proposal, then he tells me, "My recommendation is YOU."

Beware feeling good about spending time to put a proposal together for
a prospect. Time is valuable. The answer is to qualify at every stage,
to qualify till contract, signed is in your hand.