More Essential Sales Proposal Rules

Earlier this week, I posted a list of essential rules for sales proposals and asked if there were any more. As I had hoped, you guys came through with some that should have made it on the list. I've edited them a bit to match the format of the original post and added a credit and (when possible) a link to the contributor who came up with them:

• Does the proposal express a real need, want, and desire that the customer shared? (William Stewart)
• Does the proposal mitigate enough risk so that the customer is in a comfort zone? (sw33418)
• Is there a deadline for the customer decision-making process? (Donald Daly, CEO of The TAS Group)
• Does the proposal make sense within the context of the customer's corporate culture? (sw33418)
• Can the customer actually afford your solution? (William Stewart)
• Is the proposal getting to the real decision-makers or just going to purchasing? (Michael Kreppein)
• Is the customer really able to release the money for your solution? (William Stewart)
• Are you going to have a chance to present the proposal personally? (Nelson Vanelderen)

Great stuff, people!