3 Tips to Creating Urgency in Sales
Source and Attribution
This is a Summary of an article and video from https://salesinsightslab.com/3-tips-to-creating-urgency-in-sales/ By Marc Wayshak
Challenges Salespeople Face
If your sales cycles seem to drag on and on, with many contacts and no resulting sales, then these tips are for you. It is a really common challenge that Salespeople face which costs time—most importantly costs sales opportunities.
Creating urgency will eliminate the sales duds on your Prospect-List and leave you with solid ones that you can close. Creating urgency is a technique that takes time and practice to master, but awareness and focus on it is STEP ONE.
Here Are the Three Tips on Creating Urgency in Sales
- Urgency is critical. Know-How of how to sense it and create it stems from learning the prospects KEY CHALLENGES.
- Probe with targeted questions to assess the prospects concerns.
- Identify and dissect their TOP OBJECTIVES/ISSUES. What are the LONG-TERM and SHORT-TERM PRIORITIES. Why are they Centered on these things ? Getting to this Reality is the essential Matter that will become the CORE of your approach.
- Are they really committed to ACTION? You do not really have a Solid Closing Opportunity unless you get a commitment to ACT. Through this Process you can restate and confirm what the prospect has said and Tie-Down Their steps to action. It is best to say “ Are You Ready To Do Something About This?”