Deal or Not a Deal?
Deal or Not a Deal?
A fresh story.
A manager bursts into the office:
— We did it! He’s buying!
The project value doubled — everything approved!
Three months of work — this is my biggest contract!— Great. Where’s the payment?
— Tomorrow 9 a.m. — we’ll sign and pay right away!
— Then it’s not a deal yet.
Agreement ≠ Result
Not pessimism. Just reality.
A “yes” without payment is just noise.
Between “I agree” and “money sent”
lies a world of risk: doubts, new advisors, changed plans.
The Anchoring Mistake
The rep heard “I’ll buy”
and mentally checked out.
No signed doc, no invoice, no confirmation.
“He promised.”
Promises don’t pay commissions.
Contract ≠ Deal
Even a signed contract isn’t safe — especially with installment terms.
Salespeople relax too early.
They stop controlling payment flow.
And then… “Sorry, we had to delay.”
What counts as a real deal
- Contract signed — intention formalized.
- Payment made — commitment confirmed.
- Execution control — schedule, follow-ups, reminders.
- Closure & acceptance — delivery finalized.
- Commission received — only now it’s real.
The Bottom Line
Until money hits the account — there’s no deal.
Until the commission clears — it’s just potential.
A sale isn’t agreement.
A sale is money in the bank.