What is the purpose of Proposal Questions?

• A. To understand the prospect's priorities and concerns regarding the proposal
• B. To push for an immediate close
• C. To compare competitors
• D. To present training material

Answer: (A)

Proposal Questions are designed to uncover what matters most to the prospect about the proposed solution—their priorities, concerns, and decision criteria. By asking these questions, you learn which outcomes they value (ROI, ease of implementation, risk, budget, timeline) and where there may be gaps or objections. This lets you tailor the proposal to address those points, preempt resistance, and create a path to agreement that aligns with their expectations. In this approach, you’re revealing both emotional and logical drivers behind the choice, so the proposal resonates and moves the sale forward. Pushing for an immediate close, comparing competitors, or simply presenting training material aren’t the aim of these questions.