The Fire Drill Fallacy
Too many reps only sprint when the pipeline’s on fire.
They scramble when deals stall, panic when forecasts slip, and pull late-night heroics to make up for what should’ve been done weeks ago.
That’s the Fire Drill Fallacy—mistaking last-minute urgency for performance.
The best in PRECISE Selling don’t wait for alarms to ring. They create urgency before smoke ever shows.
Here’s how elite sellers stay ahead of the flames:
They build urgency early. From the first conversation, they tie pain to time. They make the cost of inaction clear long before the buyer needs reminding.
They forecast like realists, not optimists. Pros don’t pad numbers with “hope deals.” They plan for slippage before it happens and double down on activity before the quarter gets tight.
They maintain rhythm in quiet months. While others coast in comfort, top reps keep prospecting steady. They know consistency beats chaos every time.
They rehearse under pressure before it arrives. Just like fire drills, the best reps practice tough objections and negotiation scenarios before they need them.
Urgency isn’t a reaction. It’s a habit.
So, ask yourself: are you waiting for the fire… or are you building a system that never lets it start? Because real pros don’t chase flames—they control the heat.
About Brian Sullivan
Brian Sullivan, CSP, is the author of 20 Days to the Top and a leading voice in sales training and development. He helps sales teams perfect their prospecting and performance with PRECISE Selling.
