Sales Tips, useful and informational

How to Create a Sense of Urgency to Facilitate More Sales

Taken from WIKIHOW.COM Credits to its authors

In sales, creating a sense of urgency gives the prospect a reason to buy now, instead of waiting. These simple tips can help you close more sales.

1

Push the prospect's "pain" button. Find out what their problem is (because your whole job as a sales professional is to solve people's problems, ideally by offering your product or service as a solution) and ask if they can really afford to endure that problem any longer.

2

Make an irresistible offer. You can create a sense of urgency by making an offer that will not last, and this can provide the incentive your prospect needs to take action today.

3

Take advantage of current conditions. For example, the end of the year is a great time to remind business owners that their purchase may be tax-deductible (if that is in fact true).

Tips

• Get creative. You can offer something “extra” to your clients if it helps you close a deal. That might include something you provide on your own expense: treating them for lunch, giving a nominal gift card, a tank of gas, etc.

• Listen for your prospect's pain button – high employee turnover, the need for speed, expensive customer returns, etc. – then show them how your product or service can satisfy their need and remove their pain.

• In some cases, the company may create the incentive (limited time offer, one-time-only offer, limited quantity available, bonuses available now, buy one get one free, free or discounted shipping today, operators are standing by, refer a friend today and get something extra, etc.)

Warnings

• Be careful to phrase your recommendation in such a way that you are not giving advice that you’re not qualified to give! Business owners and operators should always be advised to check with their accounting professionals for specifics with regards to tax laws.

• If you personally offer an incentive, be careful that you:

1. are offering a mere token to “sweeten the deal”
2. are not crossing into any moral or ethical “gray areas”
3. are offering a gift or incentive that makes sense (preferably related to the sale itself, and a cost to you that is minor in comparison to your commission from the sale)
4. are not breaking any laws or codes of ethics
5. are able to deliver what you promise (for example, don’t promise something that is out of your control, such as expedited delivery or additional features at no cost)
6. are in compliance with your company’s policies and procedures (ask your employer if you’re not certain)