Gwen’s closing rate wasn’t looking good. After missing her quota for three straight quarters, she turned to her manager, Eileen, for help.
During their one-on-one, Eileen asked a simple but powerful question:
“Can I take a look at your proposals?”
Gwen agreed and quickly shared the proposals she’d sent over the past 90 days. Eileen’s reaction said it all.
Each proposal was dense, long, and full of technical jargon that few prospects could understand. They included too many product options and service plans, leaving buyers confused about what to do next.
Eileen gently offered, “Let’s work on your next proposal together. I think we can simplify things.”
The Problem: Overcomplicated Proposals
The phrase “it’s complicated” might work on social media, but it should never describe your sales proposal.
Too many salespeople overcomplicate their offers for two common reasons:
1. To Prove Value.
They believe that the more details they add, the more valuable their offer will appear. In reality, complex proposals overwhelm buyers, delay decisions, and often lead to the dreaded “let me think it over.”
2. To Justify Price.
Others load their proposals with “value-added” items to justify the price. These extras, though well-intentioned, often have little to do with the prospect’s actual needs and can make your offer seem bloated or confusing.
Both mistakes create barriers between your solution and your buyer.
The Fix: Create Elegant Solutions
With Eileen’s coaching, Gwen learned to focus on elegance and clarity instead of complexity.
She started by confirming four things before creating any proposal:
The pain the prospect was experiencing
Her firm’s ability and willingness to solve it
The budget available
The decision process for using that budget
Once Gwen had those answers, her proposals became shorter, more focused, and more powerful.
She stopped overwhelming prospects and started connecting her solutions directly to their outcomes. The result?
✅ Simpler proposals.
✅ Faster decisions.
✅ A higher close rate.
In fact, Gwen soon discovered that when she truly understood her buyer’s pain, she often didn’t even need a formal proposal—buyers were ready to say “yes” after the conversation.
The Takeaway
When you simplify your sales proposals:
You make it easy for buyers to see the connection between what you offer and what they want.
You remove friction from the buying process.
You close more deals, faster.
Sales success isn’t about saying more—it’s about saying what matters most.
For more on this topic, check out this video:
Ready to Simplify Your Sales Process?
If you or your team struggle with stalled deals or complex proposals, Gerry Weinberg & Associates, can help.
Our proven Sandler Selling System teaches you how to uncover real pain, qualify opportunities efficiently, and create simple, elegant solutions that win business.
👉 Start closing more deals with confidence.
Contact Gerry Weinberg & Associates today to schedule a no-stress consultation.
