Remember this song from the Rolling Stones:
I am waiting, I am waiting, oh yeah, oh yeah
I am waiting, I am waiting, oh yeah, oh yeah
Waiting for someone to come out of somewhere
Waiting for someone to come out of somewhere

You can’t hold out, you can’t hold out, oh yeah, oh yeah
You can’t hold out, you can’t hold out, oh yeah, oh yeah
Waiting for someone to come out of somewhere
Waiting for someone to come out of somewhere

Sometimes that’s just how it seems. Waiting.

And waiting for what?!  It takes longer for prospects to say “yes” on smaller projects that generate less revenue. Yep, waiting.

So what’s an assertive, Type A, impatient salesperson to do? Wait?  Not a chance. Here’s a list of action items that can reduce the waiting or, at least, make it more tolerable:

• Stay on the grid. Don’t allow yourself to be out of sight, out of mind with your prospects and dormant accounts. It’s okay to be high-touch; it’s high-pressure that people don’t like.
• Make certain that you add value to the “relationship” even BEFORE there is a relationship. Don’t check in and touch base and all of those other cliches. Show your prospects that you mean business by helping them with their business, even while they are contemplating your proposal.
• Keep your sales funnel filled with qualified prospects. You must always have new prospects to woo and win; letting your pipeline go stagnant is a sure-fire way to sales doom. Remember that prospecting is not an event; it’s an ongoing sales initiative that must be executed flawlessly.
• Light a fire under your butt. Complacency is not an option. Get a buddy and keep each other motivated.
• Evaluate your sales and marketing strategies and processes. Make certain that you have both in place!

I am waiting?  Not a chance.