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How to create a sense of urgency

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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.

Publicado en: Empresariales, Tecnología

How to create a sense of urgency

  1. 1. How Sales BullfightersCreate a Senseof UrgencyMonday, April 29, 13
  2. 2. It is no longer enough to change someone’s mind,now it is essential to change their very next actionMonday, April 29, 13
  3. 3. Monday, April 29, 13
  4. 4. Do you have the impression buyers are interestedin your product but you have difficulties closing?Are buyers procrastinating too much?Monday, April 29, 13
  5. 5. Then maybe it is time for you toCREATE URGENCYMonday, April 29, 13
  6. 6. Urgency is bothEMOTIONALLY drivenandINTELLECTUALLY justifiedMonday, April 29, 13
  7. 7. The buyer must have a strong desire for purchase orthe urgency factor will NOT be a factorMonday, April 29, 13
  8. 8. Monday, April 29, 13
  9. 9. RULE # 1Don’t push a client into purchasing, rather pushhim out of his state of procrastinationExplain to the client that the more they wait to act upon their pain,the more it will cost them in the long run.Monday, April 29, 13
  10. 10. RULE # 2Buyers 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 respectMonday, April 29, 13
  11. 11. Monday, April 29, 13
  12. 12. RULE # 3Remind customers why it is importantto act at this specific timeIt might not seem urgent for them, but they must understandthat not doing anything can have negative and expensive consequencesMonday, April 29, 13
  13. 13. RULE # 4Time is money.Add a time-related incentive to drive action.Ex. an offer that willexpire in a couple of weeksMonday, April 29, 13
  14. 14. Monday, April 29, 13
  15. 15. It’s the buyer’s sense of urgency that lengthensor shortens the sales timelineMonday, April 29, 13
  16. 16. The very basis of urgency iswhen the client moves from evaluating whether or notyour product or service has value...Monday, April 29, 13
  17. 17. ...to acknowledging that working with youhas concrete benefits that meet their needsMonday, April 29, 13
  18. 18. InsightsMonday, April 29, 13
  19. 19. Study your client’s agenda by heart: comex, rush periods,budget dates, quarters, other planned projects, holidaysetc.Monday, April 29, 13
  20. 20. Doing so, you will always be one step ahead,knowing exactly what the buyer has planned...Monday, April 29, 13
  21. 21. ... forcing him to gostraight andfollow your pathMonday, April 29, 13
  22. 22. Calculate an approximate cost of the wait for thebuyer, telling him how much he is losing everyday if hedoesn’t sign.Monday, April 29, 13
  23. 23. Use empathyMonday, April 29, 13
  24. 24. Puppy eyes includedMonday, April 29, 13
  25. 25. To create a sense of urgency,you urgently need intelligence.http://www.iko-system.comMonday, April 29, 13

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