Creating a Sense of Urgency?
If you are selling with integrity, there is no such thing as "creating" a sense of urgency. This is just another way of telling a prosect what you think they need and then using all of your persuasive skills to convince them that you are right.
This is manipulation! For example, telling a real estate client buyer that you expect to get an offer on a property they are looking at or that the car someone wants is the last one on the lot. (Of course, if these things are true, it is not manipulation.)
Especailly in the b2b market, you are more likely to create a sense resentment rather than a sense of urgency. Forget about the sale and forget about getting referrals.
The real sales professional takes the time to "uncover the need for urgency."
Uncovering the need for urgency means helping your prospect...
- Define their issues
- Determine the cost of doing nothing
- Determine the cost of solving those issues
- Determine the long term gains
If the cost of doing nothing outweighs the cost of the solution or if the long term gains outweigh the cost of the solution (or both), then the urgnecy will be there.
Think back to your past successes. Don't you find that most of your sales success has occured when the solution seems to have sold itself?
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