2/10/2025-Urgency

Urgency is a powerful force in the universe. Learn how to make your customers act and you’ll perform better against the clock.

You hear "urgency," and you think about your prime competitor: the clock.

Moving quickly and decisively are essential skills for a seller. Especially today when your competitors are nursing Super Bowl hangovers.

"Urgency" also refers to your ability to get your prospects to act. On anything!

Whether you need a response to an email, a KDM intro, or a signed contract, creating urgency requires strategic calculation. It is a learned skill, meaning you must work on it.

Today’s do is a don’t…DON’T wait or hope your prospects respond or act. Create a reason for them to act.

Review each of your open opps today and create ONE incentive you will present that might cause motion.

As for working top prospects through your funnel, how can you create reasons for each to move to the next stage? What can you create to get them to move?

There are two connotations to the term sense of urgency for sellers.

The first obviously speaks to how you act, react, and behave throughout each day. However, speed is not the issue at hand; it is assumed you respond quickly and are proactive with your customers.

More importantly, the second inference of sense of urgency requires immense strategic thinking and planning. To motivate account managers, enablement teammates, and customers, you need to think many moves in advance….like a chess grandmaster.

But thinking and planning is not enough. You must understand each person’s motivations and how to appeal to them.

Need your enablement peer to move a task to the top of their list? Then be prepared to give ’em a shout-out in the next sales meeting.

Want a buyer to do you a favor? Be prepared to pay them back in spades.

Urgency is a powerful force in the universe. Learn how to make your customers act and you’ll perform better against the clock.

Derrick Rose is a highly talented pro basketball player who has achieved incredible success through urgency.

Watch this 2-minute clip and let Derrick pump you up today.

But what about tomorrow? …and Wednesday? How will you act with urgency then?

Figure it out. Work on creating urgency.