Why Your Proposals Aren’t Working (And What to Fix First)

You had a great call. The client seemed excited. They asked for a proposal… and then? Crickets. 😬

In this episode of Sippin’ Matcha and Helping You Make More Sales, Brooke and Scott break down one of the most common reasons proposals stall or get ghosted: surprises.

If your proposal includes new problems, unexpected solutions, or pricing reveals you didn’t talk through first—you’re setting yourself up to lose the sale.

Brooke unpacks the exact moment trust begins to erode—and how to turn proposals into a natural, no-drama next step instead of a deal breaker.

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📘 What You’ll Learn
The 3 types of “proposal surprises” that kill deals
Why your proposal should reflect the sales conversation—not replace it
How to avoid overexplaining or overselling in your documents
The two things your client must know before they ever see a proposal
Why “Send me a proposal” isn’t always a good sign (and what to do instead)
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🔗 Resources Mentioned
Sales Conversation Assessment (buildingmomentum.info/assessment) — Pinpoint what’s stalling your deals and how to fix it

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🗣️ Join the Conversation
Got a sales or proposal question you’d love Brooke to answer on the podcast? Submit it anonymously here: 👉 buildingmomentum.info/matcha

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🤝 Connect with Brooke on LinkedIn
For weekly sales tips, real talk about client conversations, and a few matcha mentions, follow Brooke here: 🔗 linkedin.com/in/brooke-greening

00:00 Introduction: The Importance of No Surprises in Proposals
00:34 Welcome to Sippin' Matcha: Meet Brooke Greening
01:19 Technical Glitches and Masterclass Recap
02:32 Diving into Proposals: Why Aren't They Working?
05:02 Surprise #1: Different Problems in Proposals
08:04 Surprise #2: Different Solutions in Proposals
11:33 Surprise #3: Different Investments in Proposals
14:38 The Importance of Trust and Clear Communication
16:47 Conclusion: Avoid Surprises to Boost Sales