“Time is a luxury we no longer have”

Stressing urgency is not about PUSHING people to do something that they don’t want to do. Instead, use urgency to PREVENT them from procrastinating on something that will ultimately benefit your customer in the long run.

Be of service to your prospect, rather than your own self-interest. I never feel pushy or obnoxious when I feel that I am working in the best interest of my customer. However, the best way to be in this position is by being a consultant. Odds are you’ve got an interested buyer who is only procrastinating.

Don’t run your customer off by using worn out closing techniques… help them to make the move they likely already want to take and bring to light the negative outcomes of procrastination. (implications) Below are some examples where I’ve used urgency phrases. While I don’t believe every objection revolves around cost, it’s the objection that I hear most often as to why salespeople have business that is not closing. Isolate any objection first to know what you are truly working with…”Mrs. Jones- let’s take cost off the table for just a moment, if cost was not a deciding factor would you be moving forward today?”

“Mrs. Jones, in my experience I’ve found that this is one of the easiest decisions to procrastinate on and the kicker is that these problems only get worse with time and eventually cost you more money. Time really is of the essence. Because of these reasons- my professional recommendation would be for you and I to get started right away, and with our current promotion you’ve got an even better incentive to do so.”

“Mrs. Jones, I’ve worked with many customers who were facing the same decision you are now. It’s perfectly normal to feel apprehensive. We need to use what little time we have left in this promotion to agree on the remaining details so that you can take advantage of the savings, but more importantly eliminate the problems that started you on the is journey to begin with.

“Mr. Jones, we don’t have a second to waste. Waiting has done two things for you up to this point: increased the scope of work & increased the cost of fixing the problem. In my effort to save you time, eliminate higher cost, and address some of the problems we’ve discussed, my professional recommendation is that we get a move on it!

Give people a logical reason why they should buy now, and more people will.

For more ideas or for a list of 19+ phrases that express urgency simply type URGENT in the comments below and I’ll send you the list of phrases.