Do Not Celebrate Too Soon
Practical ways to not celebrate too soon, protecting the deal until it is signed and delivered.
It is not done until it is done. Stay steady to the end.
10 tips that really help
These ideas come from Never Split the Difference (Chris Voss), Getting to Yes (Roger Fisher and William Ury), Start With No (Jim Camp), and everyday practice. The first six help the most. Pick one and try it today.
It is not done until it is done
Deals can still slip before signing and delivery, so stay steady to the end.
Stay alert.
List the remaining steps
Writing them down shows what must still happen.
Draft the list.
Follow up on paperwork
Gentle reminders help documents get completed.
Chase politely.
Prepare for last-minute changes
Expect small surprises and keep your composure.
Think ahead.
Keep a professional tone
Courtesy continues until the end.
Check your words.
Celebrate after delivery
Wait to celebrate until everything is complete.
Plan it.
Thank the team
Gratitude to those who helped matters.
Say so.
Deals can slip
Until signed and delivered.
Stay alert.
List remaining steps
Clarity.
Write.
Set dates
Plan.
Add.
Easy things to say
When you are stuck, pick one of these. They work in many sales conversations.
“Let us finish the paperwork.”
“Is there anything outstanding?”
“I will stay in touch until it is complete.”
“Thank you.”
“Here are the remaining steps.”
“Looking forward to the finish.”
Your first week
One small action a day. Each day is only a little bigger than the last.
List remaining steps
Set dates for each
Follow up on paperwork
Stay in touch
Celebrate after delivery
Thank the team
Review
Further reading
- Never Split the Difference (Chris Voss)
- Getting to Yes (Roger Fisher and William Ury)
- Start With No (Jim Camp)
The tips above are written in our own words and are general guidance. The books are suggestions for further reading.
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Start freeThese lessons share general learning and everyday ideas. They are not medical or mental health advice. If you feel very anxious, low or unwell, please talk to a doctor or a qualified professional.
More lessons in “Negotiate Without Fear”
Keep going. Small steps every day make a big change.
← Previous: Leave Both Sides Feeling GoodNext: Protect the Relationship After the Deal →
- Know Your Goals and Your Limits
- Find Your Best Alternative
- Research Their Needs and Pressures
- List What You Can Give and What You Need
- Set Your Opening Position
- Plan Your First Three Sentences
- Decide Your Walk-Away Point
- What They Say vs What They Need
- Ask "Why Is That Important to You?"
- Look for Win-Win Trades
- Separate the Person From the Problem
- Create More Options Before You Decide
- Use Fair, Objective Standards
- The Pie Is Bigger Than You Think
- The Power of Calm
- Let Them Say "No" First
- Open-Ended "How" and "What" Questions
- Use "How Am I Supposed to Do That?"
- Mirror and Pause
- The Late-Night FM DJ Voice
- Let Them Talk Themselves Into It
- Never Give a Discount for Free
- Trade, Do Not Just Give
- Hold Your Price With Confidence
- Respond to "That Is Our Budget"
- Use Odd and Precise Numbers
- Bundle Instead of Cutting Price
- When to Walk Away
- Handle a Pushy Negotiator
- Respond to a Deadline Threat
- When They Say "Take It or Leave It"
- Deal With Silence and Stalling
- Stay Polite When You Are Angry
- Negotiate With Someone More Senior
- Summarise Every Agreement Out Loud
- Put It in Writing the Same Day
- Leave Both Sides Feeling Good
- Do Not Celebrate Too Soon
- Protect the Relationship After the Deal
- Learn From Every Negotiation
