Objection Handling Scenarios
Objection: "Just Send Me a Proposal" (Premature Close)
The most dangerous request in B2B sales. Sending the proposal at the wrong time silently kills the deal.
The situation
Second meeting with a Director of Operations after a strong first call. You've covered context but not pain quantification, decision process, or economic buyer. She says, 'This looks great. Just send me a proposal and I'll review it with my team.'
Key stakeholders
- Camille BrookscoachDirector of OperationsGenuine interest. Doesn't yet know what she doesn't know.
Step 1
Decision pointCamille has just asked for the proposal. Your manager would happily accept this as a . It usually isn't.
How do you respond?