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How do we create urgency with sales prospects?

March 26, 2019

No sales rep wants a pushed deal on the last day of the quarter.

So, at the 11th hour they pull out all the sales tricks.

There’s the scarcity close:

“Mr. prospect. My software price goes up if you wait until next month to buy.”

Or the incentive close…

“Mr. prospect, if you buy my software before the month ends, you’ll get a 10% discount.

These types of sales closes are manipulative and ineffective.

Why?

Because the prospect is 100% in control of the sale…

And most customers know that if they don’t buy before the end of the month, they can still get that promised discount later.

And few sales rep would walk away from a discounted deal even after the quarter closes.

So the question is…

How do we create urgency without looking desperate or manipulative so we can close deals faster?

To create urgency, you need to shorten selling timelines.

I use something I call the early ask method® (E.A.M.®).

Asking is not manipulative. It’s a sales person’s job. And it can be done naturally.

It goes like this…

The moment your prospect shows interest in your solution, the sales cycle timer starts ticking…

And you need to naturally move the prospect through at least 3 selling events before you can close the sale.

A discovery call

A demo call

A proposal call

These 3 events are typically each spaced about 1 week out or more. So, at minimum this is a 3 week sales cycle, or longer.

Your goal should be to shorten this timeline from 3 weeks to 3 days.

Yes, 3 days. It can be done.

But the question to ask yourself is not whether it can be done, but are you using the E.A.M.® as your urgency goal.

Here’s how it works:

When your prospect shows interest in your solution today and wants to move forward, you ask them “in a low key voice”,

“Are you open to a discovery call tomorrow?”

The moment they tell you that day won’t work, you quickly BUT in a “low key voice” ask,

“How about the day after tomorrow?

If they say no to tomorrow, you then ask in a “low key voice”…

“How about before end of the week before we lose track of what we talked about?”

By offering three time options before each sales event you’ll create urgency naturally and prevent sales events from being pushed out 1, 2, or 3 weeks later.

Better yet, you won’t have to resort to last minute sales closing techniques.

Try the E.A.M.®.

Guarantee you’ll shave weeks or months off what could typically turn into a protracted sales cycle.

P.S: Whenever you’re ready… here’s how I can help you hire sales reps so your business grows.

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