Don’t Be Afraid of the Contract
You’ve courted the deal.
You’ve made the offer.
You’ve presented your case.
And just when it’s time to seal it… you feel the fear creeping in.
It’s not just your buyer who may be hesitant—it’s often you.
Fear of the contract is a REAL fear. (It’s called gamophobia in relationships… I literally looked it up for you… since you weren’t going to… obviously…)
It often happens because we don’t want to scare them off.
We don’t want to rock the boat.
We don’t want to appear “salesy“.
We don’t want to feel rejected… or risk the relationship.
So we delay.
We waffle.
And—far too often—we start the work without a signed agreement. (Hint: Don’t do that.)
Let’s Fix Our Relationships with the Contract
If you’re a salesperson, consultant, or fundraiser who feels anxiety when it’s time for the final ask—closing the contract—this one’s for you.
Here are three takeaways to help you move past your fear of contracts and start facing a better problem: Counting your money… 💰
Because those who love the contract make more money—and enjoy better relationships—than those who never get past their fears.
1. A “Contract” is Simply a “Commitment”
You may have heard, “The fastest way to kill a deal is to bring in a lawyer.”
If that is true, then the deal was already dying.
You’re not in the midst of a business transaction—you’re in a Shakespearean tragedy.
Many salespeople view contracts as the “pesky details” that might ruin the vibe. But here’s the truth: It’s not the contract that kills deals—it’s avoiding the hard conversations that should’ve happened earlier.
If you’ve moved through your Invitations and Presentations with clarity, finesse, and mutual aims in mind, the contract should feel like a confirmation, not a confrontation.
It’s where intent becomes a commitment.
The contract is the ambitious adult’s move.
The confident move.
The closers move.
And if your offer can’t stand up to the clarity and consequences of a contract? Maybe it’s not a deal worth closing.
Ask yourself:
- Do I trust my own contracts?
- Do I trust my company to follow them? (“Ethically” and/or “Objectively”)
If not… you don’t have a contract problem—you have an employment problem.
2. Contracts Are Simply a Tool
You’re not afraid of a hammer, are you?
How about a pen?
A promise relies on trust. A contract is simply a tool that provides trust.
When you stop treating contracts like awkward moral obligations and start seeing them as transactional or exchange tools, everything shifts.
They aren’t there to scare people or make you look untrustworthy.
They exist to:
- Prevent scope creep
- Clarify who does what by when
- Protect you and your customer when/if things go sideways. (And they often do…)
Contracts have three core elements that make them legal and binding (in most normal scenarios):
- Offer – The specific proposal to do or (or not do) something
- Considerations – What is being exchanged (money, goods, services, etc…)
- Acceptance -A clear agreement usually via signature
A contract doesn’t guarantee that people will perform, but it does make clear what happens if they don’t.
Contracts turn conversations into commitments—and commitments into consequences.
They’re not emotional—they’re objective.
Don’t let your feelings derail your follow-through.
(Note – I am not a lawyer. Neither is ChatGPT. Hire a lawyer when building your contracts and protect yourself and your business.)
3. Don’t Start Work Without One
This is where people really blow it.
Everyone’s excited.
Everyone’s vibing.
So… they jump in.
STOP!!!! (DANGER!!!)
Do not begin the work until the contract is fully executed and in everyone’s hands.
Starting early leaves the door wide open for:
- Misunderstandings
- Changing expectations
- Scope creep
- Unpaid work
- Legal headaches
It’s not just bad business—it’s a bad habit.
By holding the line, you also hold your value.
You show your client, “I’m a pro. This is how I do it.”
Respect your own offer—or no one else will.
How To Get Past the Fear
Fear often shows up when something matters.
But the only way past fear is through it—with preparation, with clarity, with structure and practice.
The contract isn’t something to fear—it’s something to face.
It’s the most courageous move in the sales cycle.
It’s where ambition meets adulthood.
And it’s where real deals—and successful careers—begin.
Join Us for the Final Chapter
If you’ve followed along with:
- Part 1: Invitations – The First Step to Closing Big Sales
- Part 2: Presentations – The Missing Linke Between Maybe and Yes
…then you already understand the psychology and structure behind powerful sales transactions.
Now it’s time to put it all together.
(A special thank you to the Ventura Chamber of Commerce for making these webinars possible.)
Join us for the final session of the Close Big Sales series: “Don’t be Afraid of the Contract” on Tuesday, April 8th from 12-1:30 on Zoom. (For More Information and to Register For Free Click this Link)
This is your chance to:
- Build confidence around contracts
- Protect your time and energy
- Deliver on what you promised
- And… get paid like the pro you are.
Don’t be afraid of the contract.
Own it. Sign it. Deliver it.
After all… a contract is simply a tool.
And you’re not afraid of a hammer… are you?
…then don’t be afraid of the contract.
You owe it to yourself to deliver contracts confidently.