Hey Niepodam,

A few years back, I got THE CALL.

Big logo.
Fast-growing startup.
“In a rush to sign before year-end.”

They asked if I could come on-site to meet legal and execs.
I booked a flight that afternoon.
Flew across the country.
Two nights in a hotel.

I showed up to their office, ready to close.

And no one was there.

Literally.

Apparently, the Director had left early for the holidays.
The CFO was “working remote”, aka skiing.
And my champion said:

“We’re still excited… but probably looking at Q1 now.”

I just stood there, holding my laptop bag, thinking: What the hell did I just do?

Here’s what I learned:

Urgency is a two-way street.
If your buyer says they need to move fast, make sure the rest of the organization has received the memo.

Ask these questions early:

• “Is legal looped in already?”
• “If we aligned on commercials, who else signs off before Dec 31?”
• “Anyone I should be aware of who might go dark around the holidays?”

If the answers are vague, don’t fly out.
Don’t overnight a contract.
And don’t bet your quarter on one enthusiastic champion.

Takeaway:

Enthusiasm ≠ urgency.
Excitement ≠ commitment.

Protect your time.
Especially in December.

Alan "Modern Seller" Ruchtein.

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