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In this video, Vicki Brown emphasizes the importance of a sales proposal in the sales process, noting that it is a critical component where the sale culminates, but not the sale itself. She advises against rushing into a proposal, highlighting the need to first understand the prospect's needs through initial discussions. The sales process should begin long before the proposal stage and should not include everything that was discussed throughout the sales journey. Brown suggests reviewing her episode on handling sales discovery calls for further guidance if you’re unsure about the proposal creation process.
