Don't Be Seduced by the Allure of Hot Prospects

I dream of hot prospects who call me up and say, "We've heard good things about your company. We want to make a decision quickly. We hope you can help us out."

Occasionally my sales fantasies turn into realities. When it happens, it's so easy to be seduced by this low-hanging fruit. Outwardly, I try to appear calm, cool and collected—a true professional. But inside, every inch of my body wants to scream out, "Take me! Take me!"

OK, I'm being a bit dramatic, but I really want to make my point.

It's so easy to be tempted by these opportunities. And when you yield to this temptation, you make fatal mistakes—ones that can totally derail your sales efforts and cause you to lose the business.

True, but Embarrassing Story

Let me give you a personal example to show you how easy it is to get caught up in this seduction. A few years ago, my primary business focus was working with large corporations in the Minneapolis/St. Paul area when they were launching new products. My expertise? Helping them shorten time to revenue on new product introductions.

I'd just launched SellingtoBigCompanies.com to help small businesses gain access to my expertise. It was my new baby. I'd invested tons of time and lots of love to get it up and running.