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Casual Articles - Is It Easier To Create Or Discover The Sense Of Urgency?
Christmas is not long past, but I saw Easter eggs in my local supermarket before Christmas! I think that is a bit crazy, but I guess they sell, otherwise they would not do it.So why not get in on the action?Easter is not far away and you need to start planning now. But what to do? We w
Trust me - you w
Some businesses have an attitude of burdensome obligation about their newsletter. That leads to corner-cutting and a poorly performing newsletter that discredits the business and it’s clients.For other businesses, producing a newsletter is a smooth, rewarding process, yielding a valuable tool that contr
What is a sense of urgency? Let me give you a few quick examples.
- You discover that your prospect’s primary supplier is back-ordered and they need the supplies yesterday.
- Your prospect has just sold his home and has to be out in 15 days – and, you guessed it, he needs a new home yesterday.
- Here’s one from my personal experience. The prospect calls and has a meeting in two weeks for 500 people and their speaker cancelled.
Urgency means the prospect needs a solution, answer, product, service NOW. Price is not the issue, terms are not the issue. Your ability to deliver according to their needs or expectations is the ONLY issue.
Why do many salespeople spend literally hours every week in front of prospects that have no sense of urgency? Yes, you have to spend some time with them to determine if there is a sense of urgency, but once you discover there isn’t, or you can’t create it – NEXT. (That’s move on to the next prospect.)
Trust me - you wi
Have you ever met with, or talked to a prospect that wasn't ready to buy what you had to offer? What did you do with that prospects? Most sales gurus of the 1980's and 90's wrote books that told you to move on to the next prospect who is ready to buy now, and not waste your time on those that aren't ready ye
What is a sense of urgency? Let me give you a few quick examples.
- You discover that your prospect’s primary supplier is back-ordered and they need the supplies yesterday.
- Your prospect has just sold his home and has to be out in 15 days – and, you guessed it, he needs a new home yesterday.
- Here’s one from my personal experience. The prospect calls and has a meeting in two weeks for 500 people and their speaker cancelled.
Urgency means the prospect needs a solution, answer, product, service NOW. Price is not the issue, terms are not the issue. Your ability to deliver according to their needs or expectations is the ONLY issue.
Why do many salespeople spend literally hours every week in front of prospects that have no sense of urgency? Yes, you have to spend some time with them to determine if there is a sense of urgency, but once you discover there isn’t, or you can’t create it – NEXT. (That’s move on to the next prospect.)
Trust me - you w
Designers seem to be scaling back on the ‘in your face’ logo bags. There is so much one can do to a bag besides add a handle and a zipper. Designers are stretching their creative muscles and reaching for individuality.Of course, there are your typical big name players that will always have their logos s
- Here’s one from my personal experience. The prospect calls and has a meeting in two weeks for 500 people and their speaker cancelled.
Urgency means the prospect needs a solution, answer, product, service NOW. Price is not the issue, terms are not the issue. Your ability to deliver according to their needs or expectations is the ONLY issue.
Why do many salespeople spend literally hours every week in front of prospects that have no sense of urgency? Yes, you have to spend some time with them to determine if there is a sense of urgency, but once you discover there isn’t, or you can’t create it – NEXT. (That’s move on to the next prospect.)
Trust me - you w
Many medical supply companies have been selling little kits for business owners, which contain first aide stuff for years. They go in a scare the ever living crap out of the business owner and tell them of the fines that might occur if they do not have such stuff on the property, then they up sell the poor bu
Why do many salespeople spend literally hours every week in front of prospects that have no sense of urgency? Yes, you have to spend some time with them to determine if there is a sense of urgency, but once you discover there isn’t, or you can’t create it – NEXT. (That’s move on to the next prospect.)
Trust me - you w
Newsletter is a type of publication that provides news or information that is relevant to a special group. There are different kinds of newsletter. There’s the online newsletter and the newsletter in print.For those who are looking for ways on how reduce the cost of newsletter printing. There are a numb
Trust me - you will waste a great deal of time, corporate resources and energy chasing prospects without this sense of urgency. I can hear many of you now: but I have to see 5 prospects a day, or – my management requires that I see each prospect through to the end.
How can you create a sense of urgency? By focusing on the critical business factors, weaknesses, problems, and needs and showing the prospect how waiting will cost them more than they are going to want to pay if they wait.
Let’s look back at one of the above examples. Let’s assume that the current supplier is not back-ordered with the products your prospect needs. Here are a few questions to ask your prospect:
1. What would happen if your current supplier couldn’t deliver?
2. Are you prepared with adequate inventory if your current supplier can’t deliver?
3. Do you have a secondary source of supply should your current supplier let you down?
Get the picture? You keep asking questions that focus on the problem (what if_ _ _ and could you). Now it’s your turn. Come up with some
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