Creating Urgency In A Sale

[LifeAgent777]

How do you create urgency in a sale? I don't know how. I have a lot of appointments rescheduling and it's been happening for sometime now. I'm pretty sure it's me. How do you create urgency and close the sale?

Any advise would be helpful.

Thank you!

 

[somarco]

I have no idea how to create urgency, but if you are having broken appointments you are not properly qualifying these folks. They have no interest in seeing you because you have not determined if they really have a need for what you are offering.

You can't "close" the sale if you can't get in the door.

What are you saying to set the appointment? Be specific. Are you asking questions or just ASSUMING they need and want what you have?

 

[moonlightandmargaritas]

How do you create urgency in a sale?

You can't create urgency - only the prospect can do that. Drilling down sufficiently on their "pain" should give them self-urgency, so it seems like that's what you need to focus on.

 

[Rearden]

You can't create urgency - only the prospect can do that. Drilling down sufficiently on their "pain" should give them self-urgency, so it seems like that's what you need to focus on.

Basically use the Socratic Method to allow them to self-identify their urgency.

Good question. You don't know how many people I've heard that say you can create a need. Balderdash!

 

[JustinSane]

My favorite line to use is: "Well, just don't die between now and the next time we speak!"

ok, a bit blunt, but it does plant that seed in their scrawny little minds.

 

[WinoBlues]

Give them one of these, just in case they do not get back to you in time.

 

[moonlightandmargaritas]

Basically use the Socratic Method to allow them to self-identify their urgency.

Kind of. To the extent that the Socratic method is based on asking and answering questions, yes. That it's a debate between those with "opposing" viewpoints - not so much.

 

[LifeAgent777]

@Somarco:

What I'm saying in order to get the appointment is using my "referral" speech. "I've done work with so and so, this is what I do (I tell them what I do descriptively), I don't know if I can be of assistance to you but I think we should schedule a meeting and take it from there"

It's been working in as much that most express interest and do say that they need life insurance but then it's like "oh, I need to reschedule cause something came up". I know they need it and want it I just don't think that I'm being firm or assertive enough for them to meet with me soon.

Thus, let me ask the question in another way: what language can I use that is much more assertive, urgent in terms of meeting with me quickly and not rescheduling?

@ Justinsane

I think that's a great line I'll make it my own and use it sometime soon

 

[billberry12]

Ask them "Why do you think you might want life insurance?",

then listen to what they say. Let them tell you why.

Proceed from there.

 

[funeraldirector]

How do you create urgency in a sale? I don't know how. I have a lot of appointments rescheduling and it's been happening for sometime now. I'm pretty sure it's me. How do you create urgency and close the sale?

Any advise would be helpful.

Thank you!

Instead of WTF, which we see so often on these pages, think WHF...What are your prospects worries, hopes and fears? Many years ago when I sold the encyclopaedia bannica, we had a v good rep who started each pres at the kitchen table by saying, "Mr and Mrs Prospect, why am I here?" This rep dressed like a college prof. Tweed coat. Pipe sticking out of pocket. The answer he was looking for was something about the parents worried about little sonny who was doing lousy in school; they hoped he could improve and become a better student because they feared that he wouldn't be employable...How do you uncover WHF? Questions! Not just any questions though. You have to uncover emotions. Emotions will get their butt off the chair to get the checkbook.What are emotions? Emotions are physical reactions to stimulus. They will do or say something when you stimulate them effectively. Examples: "Mrs Prospect, what propmted your interest in making your final arrangements?" Let her talk..."Mr Prospect, this is what your final arrangements are right now. If you died tonight, Mrs Prospect will get a call from a funeral director tomorrow morning and she will have to go to the funeral home and open her checkbook and write a check for thousands of dollars on the worst day of her life. She will be alone, confused and exhausted. But it doesn't have to be that way. I need you to get me a check for a hundred and forty dollars." I believe in wrong way/right way sales. I believe in emotional selling. Make your prospects mad, sad, afraid and/or ashamed. And then make them glad....Give it some thought and you'll come up with some emotional questions that suit you, your products and your prospects.