Send Contract Materials at the Right Stage

Legal review can take time, so waiting until the final day creates avoidable delay. Sending a contract packet too early can also burden a buyer who has not chosen a solution.

Read the signal

The buyer may need standard terms, privacy terms, procurement forms, or insurance details. Each item has an owner and may vary by package or region. A salesperson should avoid interpreting legal language on behalf of counsel.

Make the next move

Ask what legal review requires and when it usually starts. Send approved documents with a list of what is included and route exceptions to the legal owner. Keep the commercial scope aligned with the agreement version.

Language you can adapt

Illustrative wording:

If legal review is the next gate, I can send our current standard terms and coordinate any questions with our legal team. Which documents does your process require?

The wording is a starting point. Replace the problem, evidence, and request with details the buyer actually gave you. If those details are missing, ask a question before sending a polished message. Specificity makes it easier for the buyer to correct your understanding and easier for you to see whether the opportunity is moving.

Decide what happens next

Track open redlines and owners. Do not claim a legal issue is resolved until the authorized parties confirm it.

Write the result in your deal notes as an observable fact: who responded, what they agreed to do, and when. A friendly reply is useful, but a decision, a named owner, or a scheduled review tells you more. If the next step remains vague, treat that as information about the deal rather than a reason to send the same follow-up again.

Use these examples responsibly. Describe your product, pricing, and customer results accurately, and adapt every suggestion to the buyer’s stated process.