Here is an example. You are a founder selling a product, and your prospect is asking you to send them three proposals, what does it mean?
They are not giving you enough context to understand their real needs. Why three, what are you they going to do with those proposals, what are they trying to accomplish, and who are going to look at those. Are they going to compare them with your competitors. ..etc?
Just doing the proposals is not going to make you successful until you understand in details what those proposals are going to do for the prospects, then you can craft just the right ones.
To get the details, you have to ask questions, dig in, and listen to everything you are told. Only then will you know enough to sell what you've got.