Now that we’re well into the fourth quarter of 2016, time is beginning to run out for sales organizations looking to hit their year-end goals. During this October/November crunch, it is all-too-easy for business owners and sales professionals alike to grow frustrated and impatient while waiting for clients to sign. I’m currently experiencing this firsthand. As of writing this, I have well over 20 large contracts that are pending final signature. Playing the waiting game can be excruciating, but I’ve found that it is possible to stay productive and positive throughout the process. Define the experience for your customers When you’re forced to wait for customers and partners, it’s easy to become paralyzed when making decisions. After all, you don’t know precisely how they will react to a situation, so the temptation to simply postpone important decisions can be strong. Unfortunately, this decision paralysis is often incredibly damaging for two reasons. First, it causes your
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