What it usually means
The buyer wants to compare options without more meetings. If you send a proposal before discovery, it will be judged on price alone.
The approach
Agree, but get the information you need to make it accurate, and book time to walk through it together.
What to say
1Happy to. To make sure it's accurate and not a generic quote, can I ask you four quick questions first?
2Sure. Proposals usually raise a few questions, so shall we book 20 minutes to go through it on Wednesday?
3Of course. Who else will review it? I want to make sure it answers their questions too.
Adapt the words so they sound like you. Then say them out loud a few times before your next call.
What to avoid
- Sending a proposal without discovery
- Emailing it and waiting with no agreed review