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4 Tips to Create Urgency in Sales / Powerful Sales Techniques - Sales School

Do your sales cycles seem to drag on and on and on? Do you attempt to close the sale but you get knocked back with “maybes” and “I’ll have to think about it?” Well if you can create urgency in sales you will have all of your issues solved. This is one of the most best sales techniques that there is. If your potential customers don’t feel in a rush to purchase from you, then they are communicating that they don’t feel like you’re really solving any problem worth rushing for. So in this video I’m going to share 4 tips that will help you create more urgency in sales so you can reduce the number of maybes you get, without being manipulative or weird. So stay tuned. Not being able to create a level of urgency with a potential So with that said, lets take a look at 4 tips to create urgency in sales so that your prospects don’t get stuck in your pipeline and you can get more deals closed, quicker. Tip one – Really understand your potential customers pain point. If your potential customers are not in extreme pain, then there will never be any urgency to get the deal closed. If this is the case you're going to be searching youtube for videos on "how to create urgency in sales" or "creating urgency in proposals" for decades to come. Typically there are three types of pain points that you should be looking out for when you’re going through your discovery and questioning process. They are – - Productivity pain points - Process pain points - Financial pain points Once you start doing this, the level urgency in your conversations be much higher. Tip two – The potential customer thinks they can do it on their own. Another issue that sales professionals run into during the sales process is that they make it seem all too easy to remove the pain for the potential customer. Sales professionals often give too much free consulting advice throughout the sales process which gives the potential customer a confidence that now they know all the secrets, and they are capable of solving the problem themselves. This leads to stalled deals and a severe lack of urgency as the seller is now seen as being inconsequential to the potential customer having their pain points resolved. By all means, give advice, share insights build your reputation as an industry expert throughout the sales process, but keep your advice to more general industry trends rather than solving issues for the potential customer, right before you get paid. Tip three – Follow-up quicker One of the reasons deals stall and urgency drops out of the sale process is because salespeople are too slow with their follow-ups. If you have a sales call on a Tuesday, don’t give the potential customer a week to pull together the information you require to help them. Instead, arrange the follow-up call for this coming Thursday instead. Most salespeople are passive in their follow-up schedule because they are happy that the potential customer wants to speak to them at all! High performing sales professionals on the other hand are always oversubscribed with potential meeting options and so they need to get deals moving quickly to make sure they have enough time to get through them all, and so their follow-up dates are set in quick succession. Even if you aren’t completely oversubscribed right now, this is the impression that you want to leave on your potential customers if you want this to become the reality in the near future. This is one of the most powerful sales techniques in the game. Grant Cardone is on record as saying that the speed of follow up is one of the most important sales success traits too. Tip four – Close more often As crazy as it sounds, sometimes you just need to make the deal real for the potential customer by attempting to close it, rather than attempting to add layers of artificial urgency to try and pressure then into asking about the close themselves. The salesman.org, closing 3.0 selling methodology is covered in great detail on our platform, but the basic gist of it is that closing the sale can be done with no pressure, no weird manipulation tactics and zero chance of rejection by asking the following questions – “Does it make sense to X” So, for example, “does it make sense for you to sign up today, to relieve the pain point of your sales team under performing which I know is stressing you out and to jump on the Salesman.org sales training platform?” The potential customer, in this example a sales manager, will either say yes or no. This question can’t be answered in a maybe. Of course, if they say yes, then you’ve closed the deal and so the rest of this conversation on creating urgency is irrelevant. If they say no, then just ask the following question – “What needs to happen to move this forward?” This Sales School content has been pulled from our premium #SalesSchool membership which you can find over at Salesman.org.