Storytime.

I always loved sales calls, but there was a period in time when I found sales calls to be confusing.

I would get on a call, have a lovely chat with the prospect, and answer all the questions they had, and the prospect would basically commit to me on the call that they would start working with us.

"Let's start! Just send me the proposal," they happily said.

Then, I would draft a proposal, send it out to them, and wait.

Suddenly, they were nowhere to be found.

I tried following up.

Ocassainly, they would answer, and say that they are sorry, but they don't have the budget or something like that.

This was very weird and frustrating; I did not know what I was doing wrong.

Then, I decided to consult with a friend (Sales expert), and he taught me this super simple tip:

"Omri, you should NEVER send them the proposal like that!" he said.

"What do u mean?" I asked.

He then said that the moment they say they want to start and they ask you for a proposal, I need to ask them the following:

"If I send you the proposal, as discussed, with this and that conditions, would you sign it right away?"

Oh boy, did that do the trick!

Why does that work?

1. It is a bullshit detector. It shows you who is serious and who isn't.

2. It unveils friction that can get in the way of the deal. Figuring out what the friction is, is the first step to overcoming it.

3. It lets the other party realize that they need to respect you right off the bat. You are not planning to do anything without a commitment.


It has really helped my team and me close deals.

Interested to hear what the sales experts think?