Hey Niepodam,

December 23rd.
11:42 PM.
I’m on my couch in sweats, tea in hand, laptop open.

Because one of my biggest deals of the year… was still in limbo.

The champion said “We’re good to go.”
Procurement? Silent.
Legal? Out of office.

I’d followed up 6 times that day. Yes, not a typo. 6 TIMES!

Nothing.

So I did what any unhinged end-of-year seller would do: I sent one last text.

“Hey — totally get if this slips into Jan. But if we are still greenlit… I’ve got DocuSign open right now :).”

No pressure. Just a final nudge.

At 11:53 PM — email dings. 

Subject line: “Signed”

I literally yelled.

DocuSign came in at 11:57 PM.
Three minutes before midnight.

Champagne popped.
And I just sat there laughing.

Lesson?

Sometimes Q4 deals close on logic.
Sometimes they close on emotion.
And sometimes…

they close because you didn’t give up.

I have no explanation to what happened. I can't share a framework or psychological negotiation tip. I just can't.

Don’t stop just because it’s “holiday week.”
The buyers who are online? They’re the ones who can actually pull the trigger.

And if it slips? Fine.
But at least you know you emptied the tank.

Happy holidays!

Alan "Modern Seller" Ruchtein.

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