It’s that time of year again. The sun is blazing, your inbox is full of “out of office” replies, and your most promising deal — one that felt like a sure thing — has suddenly gone silent. It seems to be the bane of every salesperson and account manager’s existence this time of year. Welcome to the summer slump, where prospects vanish, timelines stretch, and negotiation momentum melts faster than an ice cream cone on a sidewalk.
Summer can feel like pipeline purgatory that can lead to deal hell. However, I’ve learned a few tactics that have helped me keep negotiations moving and, yes, even close deals while everyone else is snoozing in a hammock. While these apply mostly to the sales side of commercial negotiations, they’re helpful techniques whenever you anticipate the other side being distracted by anything from vacations to new priorities.
Recalibrate the Timeline
One of the most common reasons deals stall in the summer is poor expectation-setting. If you assume business will proceed as usual, you’re setting yourself up for delay. Instead, ask early and directly, “Are there any key decision-makers taking time off this month?” It’s a respectful and proactive way to get the real picture of who’s available and when. Once you know, you can reset internal milestones and build a realistic timeline before things fall through the cracks.
Create Honest Urgency
Artificial pressure doesn’t land well, especially during summer. But urgency tied to their goals? That works. If pushing the deal means onboarding or delivery won’t begin until Q4, say so. Something like, “Would that timeline still support your year-end goals?” Help them connect the dots between their priorities and your timing. When urgency is genuine and positioned as a way to help them stay on track, it builds trust, not resistance.
Simplify Proposals
Summer isn’t the time for complexity. Decision-makers are scattered, attention spans are shorter, and nobody wants to sift through five versions of a proposal. Instead, streamline your approach. Use clear good/better/best options or recommend a simple, bundled solution. Better yet, make a suggestion: “Based on what you’ve told me, here’s the option I’d go with.” Fewer moving parts equals faster decision-making, especially when fewer people are available to decide.
Stay Engaged Without Being a Pest
No one wants to be followed up to death while they’re on vacation or, worse, the day they get back. Instead of the dreaded “just checking in,” send something useful: “Saw this article and thought of your Q3 planning” or “We’ve got one onboarding spot left before Labor Day — do you want me to hold it while you confirm?” These kinds of low-pressure nudges keep you top of mind while adding value, not clutter.
Reframe Around the Second Half
Use the season to change the conversation. Summer is the perfect time to ask, “What needs to be true by end of Q3 for you to feel good heading into Q4?” It’s a powerful reframing question that helps the client shift from vacation mode to strategic mode. It also positions your solution as a tool to help them meet those year-end goals before the fall rush hits.
The summer slump is real, but it’s not unbeatable. Negotiations don’t have to stop; they just need a little more finesse, timing, and empathy to stay alive. With a smart game plan and a few strategic adjustments, you can keep your negotiation moving, close deals while competitors hit snooze, and head into fall with real momentum.
And if all else fails? A well-timed follow-up with a poolside emoji never hurt.
Negotiation Training and Consulting to Help You Deal with the Summer Slump.
The summer slump is real, but it’s not unbeatable. Negotiations don’t have to stop. Rely on Scotwork’s 50 years of expertise to help you with the finesse, timing, and empathy to keep them alive.