2/20/2024-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. Sure…moving quickly and decisively are important seller skills.

But "urgency" also refers to your ability to get your prospects to act. Creating urgency requires strategic calculation, whether you need a response to an email, an intro, or a signed contract. It’s definitely a learned skill.

As you know, no silver bullets are available to get your customers to act, but you can get good at inserting incentives and alarms into the sales cycle.

Today’s do is a don’t: DON’T act honored and lucky to maybe get a reply from your customer.

Don’t wait or hope your prospects respond or act.

After you’ve qualified your prospect and know they’re interested, present incentives and conditions to them that (hopefully) move them. Even if it’s moving them to the next stage, that’s a win.

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

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 fought his way to the top.

If you think someone named NBA Rookie of the Year (2009) and the youngest player to win the MVP award (22) succeeded by sitting around listening to tunes, consider hearing what drives Derrick.

Watch this 1.5-minute video and GET PUMPED today.

After that….it’s on you to stay pumped ‘cuz sense of urgency ain’t sold in no store. (But you’ll find it in Aisle One inside your brain.)

Once you get yours, focus on creating some for your customers.