Written by Jessica Bennett

You’ve sent the proposal, nailed the presentation, and wrapped it up with a confident handshake or a well-crafted email. Now… you wait. That “in-between” stage where you’ve done your part but haven’t heard back yet can feel like the longest part of the sales process. The truth is, it’s also one of the most important. How you handle this waiting period says a lot about your professionalism, persistence, and mindset.

The first thing to remember is this: silence doesn’t always mean rejection. Your prospect could be waiting on internal approvals, wrapping up a busy week, comparing proposals, or just juggling too many things at once. Take a breath and remind yourself that the deal isn’t dead just because your inbox is quiet.

Next, channel that anxious energy into something productive. Instead of refreshing your email every five minutes, focus on what you can control. Research similar businesses that might benefit from your solution. Refine your follow-up message so it’s ready to send when the timing is right. Or, review your notes from the meeting to identify additional opportunities within the same company. Action beats anxiety every time.

When it comes to following up, timing and tone are everything. If you’ve sent a proposal, a follow-up within three to five business days is usually appropriate. If you’ve just wrapped up an initial meeting, follow up within 24 to 48 hours to thank them and outline next steps. And if they said they’d make a decision “soon,” give them about a week before checking in with a polite, value-driven message. Something simple like, “Hi (Name), I wanted to check in to see if you had any questions about the proposal I sent last week. I’d love to help you move forward when the timing’s right. In the meantime, I thought you might find this (insert article, case study, or example) helpful as you consider your options,” shows initiative without sounding pushy.

Another way to ease the waiting game is to keep your pipeline full. When you have other opportunities in motion, one slow response won’t shake your confidence. Keep prospecting, nurturing leads, and booking new conversations, it not only strengthens your numbers but also helps maintain a healthy mindset.

Ultimately, waiting to hear back is just part of the sales process. Professional buyers move at professional speeds, and patience is key. Your calm, consistent follow-up and steady presence often set you apart from competitors who give up too soon. So, reframe the silence. Use that time to plan, prepare, and keep your momentum going. When you approach the wait with strategy instead of stress, you stay in control of what really matters… your attitude and your activity.

Good luck & Happy Selling