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In this segment, Dan expresses his strong dislike for proposals, claiming he hasn't used them since the early days of his career. He emphasizes that he's successfully closed high-value deals without them. Dan argues that crafting detailed proposals can be a waste of time, as many prospects ignore them after they are sent. He questions the effectiveness of a proposal to close a deal when a direct conversation hasn’t succeeded, suggesting that relying on paper rather than phone discussions is ineffective. He encourages others to rethink the proposal approach in their sales strategies.