Gwen was frustrated. Her closing rate was down, and she had missed her quota three quarters in a row.
During a one-on-one, her manager Eileen asked, “Can I see your proposals?”
When she did, the problem was clear.
Gwen’s proposals were long, technical, and overloaded with options. They were hard to read and harder to act on. Prospects couldn’t tell what she wanted them to do next.
Why Salespeople Overcomplicate Offers
Many salespeople make the same mistake Gwen did: they make their proposals too complicated.
There are two main reasons:
To prove value.
Some reps think more details equal more credibility. But too much information overwhelms buyers and leads to “Let me think it over.”To justify price.
Others pad proposals with extra “value-adds” that weren’t even discussed—hoping it makes the cost look reasonable. It usually backfires.
Both approaches confuse prospects and slow down decisions.
The Power of Elegant Solutions
Eileen taught Gwen a better approach: keep it simple.
Prospects want clarity, not complexity. They appreciate proposals that are:
Short and focused
Easy to understand
Directly tied to the outcomes they care about
An elegant solution connects your product or service to the buyer’s goals in the fewest possible steps.
From Complex to Clear
With Eileen’s coaching, Gwen changed her process. She didn’t send a proposal until she fully understood:
The pain the prospect wanted to solve
Their budget
The decision process
Her proposals became shorter, simpler, and easier to approve. Her close rate climbed—and sometimes, she didn’t even need a written proposal to get a “Yes.”
Key Takeaway
If your proposals feel heavy, they probably are.
Simplify. Focus on what the buyer actually cares about.
Because in sales, clarity closes.
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