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How to create a sense of urgency

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IKO System
IKO System

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.

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How Sales Bullfighters Create a Sense of Urgency Monday, April 29, 13
It is no longer enough to change someone’s mind, now it is essential to change their very next action Monday, April 29, 13
Monday, April 29, 13
Do you have the impression buyers are interested in your product but you have difficulties closing? Are buyers procrastinating too much? Monday, April 29, 13
Then maybe it is time for you to CREATE URGENCY Monday, April 29, 13
Urgency is both EMOTIONALLY driven and INTELLECTUALLY justified Monday, April 29, 13
The buyer must have a strong desire for purchase or the urgency factor will NOT be a factor Monday, April 29, 13
Monday, April 29, 13
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. Monday, April 29, 13
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 Monday, April 29, 13
Monday, April 29, 13
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 Monday, April 29, 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 Monday, April 29, 13
Monday, April 29, 13
It’s the buyer’s sense of urgency that lengthens or shortens the sales timeline Monday, April 29, 13
The very basis of urgency is when the client moves from evaluating whether or not your product or service has value... Monday, April 29, 13
...to acknowledging that working with you has concrete benefits that meet their needs Monday, April 29, 13
Insights Monday, April 29, 13
Study your client’s agenda by heart: comex, rush periods, budget dates, quarters, other planned projects, holidays etc. Monday, April 29, 13
Doing so, you will always be one step ahead, knowing exactly what the buyer has planned... Monday, April 29, 13
... forcing him to go straight and follow your path Monday, April 29, 13
Calculate an approximate cost of the wait for the buyer, telling him how much he is losing everyday if he doesn’t sign. Monday, April 29, 13
Use empathy Monday, April 29, 13
Puppy eyes included Monday, April 29, 13
To create a sense of urgency, you urgently need intelligence. http://www.iko-system.com Monday, April 29, 13

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How to create a sense of urgency

  • 1. How Sales Bullfighters Create a Sense of Urgency Monday, April 29, 13
  • 2. It is no longer enough to change someone’s mind, now it is essential to change their very next action 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? Monday, April 29, 13
  • 5. Then maybe it is time for you to CREATE URGENCY Monday, April 29, 13
  • 6. Urgency is both EMOTIONALLY driven and INTELLECTUALLY justified Monday, April 29, 13
  • 7. The buyer must have a strong desire for purchase or the urgency factor will NOT be a factor 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. Monday, April 29, 13
  • 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 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 Monday, April 29, 13
  • 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 Monday, April 29, 13
  • 15. It’s the buyer’s sense of urgency that lengthens or shortens the sales timeline Monday, April 29, 13
  • 16. The very basis of urgency is when the client moves from evaluating whether or not your product or service has value... Monday, April 29, 13
  • 17. ...to acknowledging that working with you has concrete benefits that meet their needs Monday, April 29, 13
  • 19. Study your client’s agenda by heart: comex, rush periods, budget dates, quarters, other planned projects, holidays etc. Monday, April 29, 13
  • 20. Doing so, you will always be one step ahead, knowing exactly what the buyer has planned... Monday, April 29, 13
  • 21. ... forcing him to go straight and follow your path Monday, April 29, 13
  • 22. Calculate an approximate cost of the wait for the buyer, telling him how much he is losing everyday if he doesn’t sign. Monday, April 29, 13
  • 25. To create a sense of urgency, you urgently need intelligence. http://www.iko-system.com Monday, April 29, 13