How to create a sense of urgency

How Sales BullfightersCreate a Sense

of Urgency

Monday, April 29, 13

It is no longer enough to change someone’s mind, now it is essential to change their very next action

Do you have the impression buyers are interested in your product but you have difficulties closing?

Are buyers procrastinating too much?

Then maybe it is time for you to CREATE URGENCY

Urgency is both

EMOTIONALLY driven

INTELLECTUALLY justified

The buyer must have a strong desire for purchase or the urgency factor will NOT be a factor

RULE # 1

Don’t push a client into purchasing, rather push him out of his state of procrastination

Explain to the client that the more they wait to act upon their pain, the more it will cost them in the long run.

RULE # 2

Buyers are smart, they can easily smell manipulation. Urgency should always be genuine and truthful.

Be honest with your clients, if not, you will quickly lose their loyalty and respect

RULE # 3

Remind customers why it is important to act at this specific time

It might not seem urgent for them, but they must understand that not doing anything can have negative and expensive consequences

RULE # 4

Time is money.

Add a time-related incentive to drive action.Ex. an offer that will

expire in a couple of weeks

It’s the buyer’s sense of urgency that lengthens or shortens the sales timeline

The very basis of urgency is when the client moves from evaluating whether or not

your product or service has value...

...to acknowledging that working with you has concrete benefits that meet their needs

Insights

Study your client’s agenda by heart: comex, rush periods, budget dates, quarters, other planned projects, holidays

Doing so, you will always be one step ahead, knowing exactly what the buyer has planned...

... forcing him to go straight and

follow your path

Calculate an approximate cost of the wait for the buyer, telling him how much he is losing everyday if he

doesn’t sign.

Use empathy

Puppy eyes included

To create a sense of urgency, you urgently need intelligence.

http://www.iko-system.com

How to create a sense of urgency

Business

Transcript of How to create a sense of urgency

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