Create a sense of urgency in sales

shapanqqcceqd · Post by **shapanqqcceqd** » Sat Jan 18, 2025 6:50 am

If you don’t want your deals to stall or go nowhere, make sure you establish urgency. Urgency gives your customers a reason to move forward and overcome inertia. Help them understand why every day, week, or month without your product hurts their business so they are forced to act ASAP.

Your product may be a great fit for your prospect. It fits their budget, you offered them the perfect discount - everything should be just fine. But if they don't feel a sense of urgency, your customer won't buy.

So you have to create it. Right?

Wrong. Sales strategist David Winehouse, who works with HubSpot's agency partners, has a clear view of "creating" urgency.

Instead of creating a reason to act - which won't help your purchase forex user data prospect and will ultimately backfire - either reveal an existing reason they don't know about or back off.

Ask the right questions - like the ones below - and make the prospect realize they're unhappy. And if your questions don't get them there, accept that they're still in learning mode and let your marketing department nurture them until the time is right.

How to Create Urgency in Sales
Ask about their business
1) “How big is the company today in terms of annual revenue, estimated number of customers, and number of employees?”

This question will help you qualify them and start a discussion about how big they'd like to be in the future (and what's currently standing in the way).

2) "Is the business in a steady state or in growth mode? Is the company growing faster than the industry average?"

Remind the buyer of their top business goals. This is a good tie-in to how your product will fit into their strategy.

3) “A lot of people in your role that I talk to don’t know [surprising fact]. Do you?”

I love the Challenger Sale method, where you teach your prospect something new - not only does it build your credibility and authority, but it also naturally reveals urgency. The buyer will want to act on that information as soon as possible.