Even though I have been in sales for 20 years, I still make mistakes.
Recently I spoke with my manager about why some opportunities did not close when they had been well qualified.
My win rate had been been slipping.
It then dawned on me! I had not been asking customers to commit to purchasing if I was to met their requirements. The commitment was all on my side and not on theirs.
I could have asked this same question in any of the following ways:
Before I go to prepare my proposal, could you help me understand what your decision process is?
If I was to provide you with what you are looking for, will you be ready to confirm?
My manager (good-cop/bad-cop) has asked me to ask a few more questions before I go to prepare this proposal …
From now on I will ask my pre-commitment questions before I prepare a proposal!