Instructions and examples of how a sales rep can create urgency in order to speed up a buying process and prevent the client to enter a procrastination mode.

1. How Sales Bullfighters
Create a Sense
of Urgency
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2. It is no longer enough to change someone’s mind,
now it is essential to change their very next action
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3. Monday, April 29, 13

4. Do you have the impression buyers are interested
in your product but you have difficulties closing?
Are buyers procrastinating too much?
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5. Then maybe it is time for you to
CREATE URGENCY
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6. Urgency is both
EMOTIONALLY driven
and
INTELLECTUALLY justified
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7. The buyer must have a strong desire for purchase or
the urgency factor will NOT be a factor
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8. Monday, April 29, 13

9. 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.
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10. 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
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11. Monday, April 29, 13

12. 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
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13. RULE # 4
Time is money.
Add a time-related incentive to drive action.
Ex. an offer that will
expire in a couple of weeks
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15. It’s the buyer’s sense of urgency that lengthens
or shortens the sales timeline
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16. The very basis of urgency is
when the client moves from evaluating whether or not
your product or service has value...
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17. ...to acknowledging that working with you
has concrete benefits that meet their needs
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18. Insights
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19. Study your client’s agenda by heart: comex, rush periods,
budget dates, quarters, other planned projects, holidays
etc.
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20. Doing so, you will always be one step ahead,
knowing exactly what the buyer has planned...
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21. ... forcing him to go
straight and
follow your path
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22. Calculate an approximate cost of the wait for the
buyer, telling him how much he is losing everyday if he
doesn’t sign.
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23. Use empathy
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24. Puppy eyes included
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25. To create a sense of urgency,
you urgently need intelligence.
http://www.iko-system.com
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