Back
The War Room
Discussion
Post

Itโ€™s Urgent!

When looking to create urgency behind a sale, what are some of the best ways to not come of as a spammy sales person but lead customers to a close?

๐Ÿ‘‘ Sales Strategy
๐Ÿ“ˆ Closing
1
fuzzy
Notable Contributor
+21
CMO (Chief Meme Officer)
Be genuine. I once got a whole calendar full of meetings because I asked my list to help me out for my honeymoon.ย 
ThatIoTGuy
Contributor
+2
Director of IoT Sales
Positive feedback Fuzzy. Thanks for the advice.
Savagedoge
Politicker
+7
Account Executive
I did the sane thing last month and closed a bunch of deals when I told em I was going on a vacation for the first time in the last year or so.
ThatIoTGuy
Contributor
+2
Director of IoT Sales
Both of you are definitely onto something.ย 
softwarebro
Politicker
+4
Director of Sales
hell yeah! prospects are people they relate to honeymoons, vacations, newborns - use it. Show them you aren't just a robot looking for a commission.
salesnerd
WR Officer
+16
Head of Growth
Rather than focusing on urgency, I try to focus on timelining appropriately.ย 

If you know exactly what your clientโ€™s timeline is and can get them to stick to it, you donโ€™t need to worry about urgencyย 
ThatIoTGuy
Contributor
+2
Director of IoT Sales
Very true and great point! The value behind the solution is key.
NorthernSalesGuru
Politicker
+5
Account Executive
If thereโ€™s enough value the urgency is built itself, especially if there is a genuine pain being solved for
kgotti
Opinionated
+2
Key Account Executive
Before creating urgency I like to get an understanding of the current process in place and why it isn't working. Try to collect some metrics to see how much this is costing the business in dollars and employee hours.ย 

But most importantly asking when they want this completed and what happens if they miss that deadline?ย ย 
ThatIoTGuy
Contributor
+2
Director of IoT Sales
I like drawing a line back to possible savings and having a good understanding of when they plan to implement is always helpful to. What would you say if the customer comes back with the standard in like 90 days or so response?
kgotti
Opinionated
+2
Key Account Executive
I'd at least have an understanding of how important this project is by asking what if it isn't implemented in 90 days. And if there isn't much of an impact I still have a lot of work to do in that account but I can forecast the deal appropriatelyย 
LordBusiness
Politicker
+7
Chief Revenue Officer
You have to get them to emotionally connect to you and your timeline. Iโ€™ve found that finding common ground through things like โ€œmy boss is on my caseโ€ or โ€œIโ€™m trying to win a contestโ€ can sometimes help give the prospect the extra push to work for the signature internally.ย 
ThatIoTGuy
Contributor
+2
Director of IoT Sales
Great idea LordBussiness. Will definitely be trying in the future.
Mehak
Politicker
+3
Co-Founder
Adding something personal about how it would help you, like a quota or some target you have to meet usually makes people empathetic
mcsalesperson1
Politicker
+3
Account Executive
Transparency and rapport. Once you have the rapport, you can be transparent to some extent.ย 
2
What do you REALLY want in 1:1's
Question
10
5
Productive 1 on 1's
Advice
6
21
How did you spend your 20's?
Question
48