You've got a proposal that's nearly right, and an hour to spare. You could tighten the summary, sharpen the title, add a case study. Or you could ring the prospects you keep meaning to call.
Watch the video
Jo has a review meeting with her customer on Thursday. On Wednesday, she and her manager Sam use the proposal itself to decide where Jo's time should go, and then they practise the conversation it leads to.
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The short version. Polishing a proposal that's about to change isn't wrong. It's premature. The draft must always be right about where things stand: what was said, what's assumed and what's still unknown. Everything else has to earn its time.
Why it matters, for salespeople and for leaders. Using live proposals in coaching can mean:
time going where it makes the biggest difference to the sale
a fuller pipeline, because prospecting doesn't get crowded out
coaching built on real evidence, not opinions
skills practised, not just discussed
ONE THING TO TRY THIS WEEK
Take one current proposal into your next coaching conversation, or your next spare hour. Before you touch it, write down three things: what's about to change it, whose expected outcomes aren't in it yet, and what else is competing for the hour. Then decide where the hour goes.
Email me at [email protected] and tell me how you use live proposals in coaching, whether you sell or lead a team. I read every reply.
Peter
Want to go further?
Read on for how to prepare, the questions that help decide where the time goes, and a ninety-second rehearsal. The newsletter above is complete; this part is optional.
Both come prepared
The salesperson: where the opportunity stands, what's still open, what else is in the week, and the one thing they want help with.
The manager: read the current draft. Where the customer has agreed to a recording, and within your company's policy, listen to it. Bring two observations and some questions, not a verdict.
Open with their agenda
"What would you like to get from this hour?" Start with what the salesperson needs help with. Keep routine forecast updates from consuming the coaching conversation.
Questions that help decide where the time goes
What would the summary be a summary of, right now?
What's about to change this proposal?
Whose expected outcomes aren't in it yet?
What has to be right whatever happens? (Usually the figures, and the record of what was said, what's assumed and what's unknown.)
Of everything you could do with the next hour, what would make the greatest difference?
Look for what's missing, not just what's wrong
Checking a draft confirms that what's in it is accurate. It doesn't show what was left out. Going back to the recording or notes can.
A ninety-second rehearsal
Pick one moment, such as the opening question to a stakeholder.
The manager plays the customer. The salesperson tries it.
Stop and ask: what did you get? What would get you more?
Try the same moment again, differently.
Swap roles once, so the salesperson feels how the question lands.
Keep it relaxed. It's practice, not a performance test.
Questions to open a review meeting with several stakeholders
What does each of us need from this investment for it to be a success?
Where might our expectations differ?
What do we need to clarify before deciding?
ONE QUICK QUESTION
