JuiceBox

Director

Creating Urgency

Would love to hear everyones favorite ways to create urgency in the sales cycle, I know it can depend on a lot of variables, but I'll go first:

I focus on highlighting the cost of inaction, not taking action often has more cost than taking action (buying our product) so by focusing on that it seems to have the largest affect.

Please share below for others:

👑 Sales Strategy

📈 Closing

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17 comments

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CuriousFox

WR Officer

🦊

Yes. This and security. This is all I'm willing to reveal about myself. 😆

JuiceBox

Opinionated

Director

LMAO, clearly a fan of securing things i see

CuriousFox

WR Officer

🦊

CLEARLY ‼🐈

DungeonsNDemos

Big Shot

Rolling 20's all day

Practicing what you preach! haha

TennisandSales

Politicker

Head Of Sales

Generally, this is the best approach in my mind.
You need to make the problem you are solving SO big, that they cant afford to NOT take action.

As long as you are not offering a "discount" if they sign by the end of the month/quarter to create urgency, your doing ok 😂

JuiceBox

Opinionated

Director

Discounts are for wimps lol

pirate

Big Shot

🦜☠️ Account Executive

Why no discounts though?
Like if I give them higher price than it's in the system and then I pull magic discounts from my pocket. Or say quote's expired 😅 Am I just too narrow minded? Hell finance never knows what problems company has

TennisandSales

Politicker

Head Of Sales

Because i feel like its rare that a discount will actually move the needle. Especially if its fake.

If they keep asking for a discount you need to understand why. Normally its because they like another vendor they just want to see if they can drive the price down.

and if its fake (expired quote so now the price changes) and you dont follow through you look really bad.

people want clarity. give them clarity and stick to your guns.

SADNESSLieutenant

Politicker

Officer of ♥️

Yeah. exactly. cost of inaction + ease of life after +increase of revenue + them looking good + earlier hit to goals and promotions + more time at home for kids type shit

TreTime

Catalyst

Account Executive

After understanding WHY NOW is important by focusing on their goals and uncovered pain. Create a timeline that gets them to the result. Reviewing the timeline with milestones will create meaningful urgency along their buying journey for your product.

JuiceBox

Opinionated

Director

Purely curios, for whatever you sell, how long is the avg sales cycle? We run an avg. under 30 days, but I know that isn't always typical.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Really depends on your audience and market. Focusing on the cost of an inaction wouldn’t fly well in my target market.

JuiceBox

Opinionated

Director

Without oversharing, what is your target market? Purely curious

Pachacuti

Politicker

-3

They call me Daddy, Sales Daddy

Enterprise level (Think F100 size)

JuiceBox

Opinionated

Director

Interesting, that seems to be where I would think this would have the most impact. Small changes make huge differences the bigger the org gets, in my experience selling to enterprise. Think american airlines and their olives (if you dont know a flight attendant had the idea to reduce olives in salads by 1, no one noticed and they saved over 40k a year)

AnchorPoint

Politicker

Business Coach

Pain or Gain... use one.

Updmamt

Opinionated

Business Development

One way which worked well for me a few times was to tell the prospect very transparently that I wasn’t going to hit my quota that month if they weren’t to buy. This could work well only if you built a good rapport.

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