Will we win? Will it close on time?

According to The Complex Sale Principal Scott Miller, “Outside of your own personal expertise, the most valuable piece of information you can offer buyers is your pricing. In the Complex Sale 2.0 world, buyers are gaining more and more control because information is becoming more and more available. Therefore, you should only share pricing when / if you feel you have positioned yourself as best as you can to win the business. If there is information you still need, you will not get it AFTER you send a detailed proposal.”

Before you hand over pricing, make sure you can answer yes to these 11 questions.