When Anthony Zhang joined SalesLoft, he introduced us to fun phrase we use around the office:
You know the scene: you already connected with the decision-maker. You understood their objectives. You’ve tied your solution to their needs. You’ve agreed-upon terms and you’ve received the verbal commitment.
Now you’re just waiting. And of course…
Having a laugh helps, but we still need to get over this gut wrenching, checking your email every minute, unhealthy feeling. Here are a few ways to do it:
Number 4 – Have so much frickin’ activity that you don’t have time to worry
Number 3 – Realize that there are some things you just can’t control
Number 2 – Turn off you phone (or at least your data)
Number 1 – Relax. Realize you’re a damn good salesperson and waiting on signed contracts happens to everyone
Maybe next time you’re on a sales call, you can tell your client this:
Thanks for agreeing to buy, we’re excited to have you on board. Here’s comes the part when I bite all my nails off waiting on your signature. To keep my hair from going grey, can you let me know when you plan to authorize the paperwork?