You know those times when buyers call up and are ready to buy?

I have to tell you something you’re not going to like: you’ve just gotten lucky. Before they were ready, they went through a whole bunch of internal politics, negotiations with friends and colleagues, and a whole lotta net searches and comparisons. They probably even called other sales people – folks who still might have them in their closing projections. And I bet you’ve even been in that trail of dead salespeople once or twice.

By the time they call you on those magical calls, they’ve done their homework – and you’ve avoided many of the pitfalls that the other sales folks have already gone through with them…and that you continue to face with the other prospects who are taking forever to close. And even those prospects who you think ‘love’ you? They’re speaking with god-knows-how-many other sales people also.

By the time a buyer buyers, they’ve left behind a trail of sellers still eager to close.

Want to hear more? Come hear me speak at the Sales & Marketing Executives International meeting at 6:00 pm on September 23, at the Aloft Hotel in Newton, Mass.

I am fortunate to be speaking with this group: their members are serious sales professionals, with a reputation of being smart and taking no prisoners. I’m a little excited, a little nervous, and a little over-prepared. I had better know my stuff, right?

Come and join this interactive, provocative session. And stay behind afterwards to meet me. Maybe we can all go out for a beer.

Looking forward.

sd