Greg Talks About a Ride-along Seller Doing a Proposal

Every sales manager has done the ride-along. Here’s one I was on with a seller I was coaching. He was at the end of his 2nd exploratory call.

SELLER: SO...WHAT DO YOU THINK? ANY QUESTIONS?
Buyer: No, I think I've got a good understanding of you all do.
SELLER: OKAY. SO WHY DON'T I PUT TOGETHER A DETAILED PROPOSAL WITH A FEW OPTIONS TO CONSIDER?
Buyer: Uh...yeah, sure...I'm always open to different options..
SELLER: GREAT!
BUYER: But I'll warn you, I'm probably not going to do anything until at least next quarter, if we do anything at all, depends on the budget.
SELLER: OKAY WELL, LET ME WORK ON SOME DIFFERENT OPTIONS
Buyer: Yup...call me in a few weeks

Back in the car the seller asked for my feedback. There were so many things (I'm sure you've got a list growing in your head as you read this)...but our ride was short, so I settled on this...

ME: WHAT IF YOU DISCOVERED THAT HIS GOAL WAS TO KILL THE SALE AND END THE CALL IN A STRESS-FREE WAY...AND HE NORMALLY DOES THAT BY ASKING FOR A PROPOSAL? MAYBE YOU GAVE HIM THE GUN AND THE AMMO??
Seller: No...I think he really liked it...
ME: HE MAY HAVE LIKED IT, BUT DOES HE FEEL IT WILL WORK TO SOLVE HIS ISSUES?
Seller: I'm assuming...that's why he wants to see a proposal

I think...I'm assuming...apparently so...I'm pretty sure...my guess is...yada yada yada

They don’t know, because they don’t ask. And for MANY sellers, a proposal = success.

Managers — what’s your take on ride-alongs and death-by-proposal?