From "Waiting" to "Next"!

I waited in line at the polls today. It's the only "waiting" I'll do today!

Moving out of the "wait" stage and taking back control of the sales process makes average sales performers into stars. How is it done? The tactics employed will vary depending on what stage of the sales cycle is before you.

Let's zero in on that point when your coach has asked for contracts, and has said to you, "I'm waiting for signatures." Here are some thoughts - contribute some of your own!

Is this coach really a coach? If so, he/she will coach you on the signing process, who is involved and, most important, the coach will have influence with the signees. Do you know and understand the other competing priorities in front of the signee? What else is in their "In box"? Are you truly past your competition? Do you know the other influencers involved? Can your coach give you a specific date to expect signatures?

Fortunately, if you traveled this far through the sales process, you'll probably get your signatures. But if you can't answer these questions, you'll be left wondering, waiting and hoping. And I'm not sure I'd put that deal on your "commit" list for the boss. So get out of line, take your coach to lunch and start asking those questions!