The War Room
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Creating urgency: how do the best reps do it?

Reps and managers, any advice on this? Aside from offering discounts to get someone to sign by EOM or EOQ... we all know that game.


Do you have any tactical tips on how you create urgency to get your yes/no faster?



๐Ÿ‘‘ Sales Strategy
โ˜๏ธ Software Tech
๐Ÿงข Sales Management
20
Salespreuner
Big Shot
+11
Regional Sales Director
1. Show the leaking revenue that will be incurred if the solution is not put in place now (till the time they agree to)

2. You have multiple other implementations pipelined and so, if done now, best shot can be given in a wholesome manner (shows your product is too cool and bunch have already taken!)

3. I could provide a post implementation support timeframe extension by 1 month if done by EOQ/EOM (shows non revenue, service capability and support is uber cool!)
1nbatopshotfan
Politicker
+5
Senior Director, Enterprise Technology
First two points are excellent. Agree with @VKN_Salespreunerย 

I would also add to consider any customization etc that may be needed and how that will push timelines.ย 
Salespreuner
Big Shot
+11
Regional Sales Director
Excellent add on. Thanks
NeildeSaaSTyson
Good Citizen
+1
Senior Account Executive (MM)
Personally, I don't like give gets for timeline since it's really "pitchy", but it is very much situationally dependent on what you are selling and what problems it solves.ย 

Salespreuner
Big Shot
+11
Regional Sales Director
True ๐Ÿ’ฏ
SalesPharaoh
Politicker
+8
AM BDR
I like the last point original.
Salespreuner
Big Shot
+11
Regional Sales Director
Thanks
34fifty
Valued Contributor
+5
Team Lead
Great points!
Salespreuner
Big Shot
+11
Regional Sales Director
Thanks
Lambda
Politicker
+6
Sales Consultant
If you truly are selling a solution then talk about the problem that will incur if they don't take action

If you are selling them, you need to create the need, what does your product solve and then make a scenario compelling enough to either drive revenue for the client or create a winning scenario
Salespreuner
Big Shot
+11
Regional Sales Director
Absolutely
goose
Politicker
+11
Sales Executive
Like "value", one cannot create urgency. ย 

Fill your pipeline. ย When deals stall keep filling the pipeline. ย When a deal closes keep filling the pipeline. ย Full pipelines allow sales people to be confident and that will move deals.
CuriousFox
WR Officer
+11
Needer of Life Alert
My 2 cents:

What happens if you keep ignoring the problem?

Move the timeline closer.


JuicyKlay
Politicker
+9
AM
Work your way backwards and create timelines with the prospect.
Br
Brooks_eee
Enterprise Accounts
If thereโ€™s real pain, urgency will follow. ย In the enterprise, exploding pricing doesnโ€™t really work to create urgency. ย The only time it works is when youโ€™ve made serious concessions on pricing, have great rapport, and can ask for a favor in return to make your quarter. ย And pain funneling them to death about โ€œthe cost of doing nothingโ€ wonโ€™t help you once they hate talking to you....
Joseph
Good Citizen
+1
Senior Account Executive
Creating urgency through your own compelling events can lead to a lot of missed signature deadlines. You can create pricing incentives based on a specific timeline for signature, but ideally you are linking their pain points to your own solution and through discovery finding out how to quantify the challenge to make it harder for someone to miss timelines.ย 
Mikey
Opinionated
+2
Senior Regional Director
I work in travel which is purely discretionary, so urgency can be difficult. I'm a firm believer in creating natural urgency created by the prospect. Asking questions like "what does your timing look like?" and "when would an appropriate time for me to follow up and for us to come to a conclusion on this be". People feel bad when they don't follow up on their word and it works well in my profession. I understand that doesn't work for every world especially where multiple decision makers are included.
RahRahBooty
Opinionated
+4
Business Development
My Q4 go to is โ€œpricing is set to increase by 10% by this dateโ€ย 
Salespreuner
Big Shot
+11
Regional Sales Director
Thoughtful stuff
RahRahBooty
Opinionated
+4
Business Development
it's not, but it works. *shrugs
Show 1 more replies
paddy
WR Officer
+10
Account Executive
Does this actually work for you?
RahRahBooty
Opinionated
+4
Business Development
Sure has! I also use the โ€œ10% penaltyโ€ when negotiating contract terms to sell multi year dealsย 
CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
Can you give some more context? Average sales cycle, buyer roles, etc?
mrsexyspizza
Politicker
+7
Mid Market AE
Average sales cycle 15-60 days. Buyer roles are a Project Executive (selling to construction companies) and sometimes a VP or division leader. Not really an enterprise sale by what most people on here would consider enterprise
mrsexyspizza
Politicker
+7
Mid Market AE
typ deal size is about 25k
Show 3 more replies
UserNotFound
Politicker
+9
Mid Market Manager
If a prospect has been asking me for deliverables then dragging their feet/going dark for long periods, my go to isย 

"Can you help me understand where this initiative sits on the priority list? I've got everything you asked for and am ready to review with you, but I want to ensure my contact cadence matches what you expect for this project"ย 

It doesn't "create urgency" but it does make them define their own urgency that you have the right to leverage from there on. If they say it's high priority then go dark, you have every right to stay on top of them. I've never had someone tell me my project was low priority.ย 
paddy
WR Officer
+10
Account Executive
It's a secret that I can't tell you...but it involves bribery *wink wink*
Sa
SalesTO
Good Citizen
Team Supervisor
My tactical tip is to really press them on details for next steps during the discovery. Then, mention that in heavy repetition on each communication.ย 

Sometimes I wonder if they think I'm crazy when I tell them to sign and pay, sign and pay, sign and pay, but it makes them realize that just saying "yes I want to buy" is simply the beginning, not the end.ย 

Bonus: Gives you insight if you need to get their procurement team/finance or another decision maker involved early.ย 
ColdCall
Valued Contributor
+4
Business Development Manager
You need to ask for a start date early on in the process (easier to say to you than actually do 100% of the time!) There are 'tricks' you can use but it feels more genuine when the client sets a start date and you can hold them accountable.ย 

My current company has all their contracts start on the 1st of the Month, so only 12 billing days not 365. Actually quite a smart way to cajole people to sign within a calendar month.ย 

A really good sales trainer early in my career said to me "ColdCall you're more of a project manager than a salesman". Think that helped me understand how NOT to create urgency in price or something I think is important.ย 


AnchorPoint
Politicker
+8
Business Coach
If you are going to (save time, save money, become more efficient, become more effective, ...) when is the best time to start?
NeildeSaaSTyson
Good Citizen
+1
Senior Account Executive (MM)
Discovery around their goals, and timeline of when the impact is necessary - then align position your implementation and expected time to value around that.ย  If there is no project or future goal, discovery around the current pain and the negative affect is has on the business, then use opportunity cost to close the deal!
SheWOLF
Opinionated
+2
Director
Watch Daniel pink on master class watch every single class and itโ€™ll help you so much with this.ย 
Lambda
Politicker
+6
Sales Consultant
give get, if you give them pricing that they sign by a certain date and get a verbal commitment to it, if not then its there word over yours
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