Slowing Down The Sales Process

Sales is a little bit like courtship.The word "proposal"applies to the final part of both activities.In the early stages of both,the process can take on a momentum of its own. We become happy and enchanted with new possibilities, and we hastine forward.Asking for a written proposal slows the sales process down.The customer figures that it will take several days,maybe even a couple of weeks,for the salesperson to put together a proposal,which give the customer time to think about this decision calmly,to weigh the options,to determine whether this opportunity will look as good the morning after as it does now.