How Sales Bullfighters
Create a Sense
of Urgency
Monday, April 29, 13

It is no longer enough to change someone’s mind,
now it is essential to change their very next action
Monday, April 29, 13

Monday, April 29, 13

Do you have the impression buyers are interested
in your product but you have difficulties closing?
Are buyers procrastinating too much?
Monday, April 29, 13

Then maybe it is time for you to
CREATE URGENCY
Monday, April 29, 13

Urgency is both
EMOTIONALLY driven
and
INTELLECTUALLY justified
Monday, April 29, 13

The buyer must have a strong desire for purchase or
the urgency factor will NOT be a factor
Monday, April 29, 13

Monday, April 29, 13

RULE # 1
Don’t push a client into purchasing, rather push
him out of his state of procrastination
Explain to the client that the more they wait to act upon their pain,
the more it will cost them in the long run.
Monday, April 29, 13

RULE # 2
Buyers are smart, they can easily smell manipulation.
Urgency should always be genuine and truthful.
Be honest with your clients, if not, you will quickly lose their loyalty and respect
Monday, April 29, 13

Monday, April 29, 13

RULE # 3
Remind customers why it is important
to act at this specific time
It might not seem urgent for them, but they must understand
that not doing anything can have negative and expensive consequences
Monday, April 29, 13

RULE # 4
Time is money.
Add a time-related incentive to drive action.
Ex. an offer that will
expire in a couple of weeks
Monday, April 29, 13

Monday, April 29, 13

It’s the buyer’s sense of urgency that lengthens
or shortens the sales timeline
Monday, April 29, 13

The very basis of urgency is
when the client moves from evaluating whether or not
your product or service has value...
Monday, April 29, 13

...to acknowledging that working with you
has concrete benefits that meet their needs
Monday, April 29, 13

Insights
Monday, April 29, 13

Study your client’s agenda by heart: comex, rush periods,
budget dates, quarters, other planned projects, holidays
etc.
Monday, April 29, 13

Doing so, you will always be one step ahead,
knowing exactly what the buyer has planned...
Monday, April 29, 13

... forcing him to go
straight and
follow your path
Monday, April 29, 13

Calculate an approximate cost of the wait for the
buyer, telling him how much he is losing everyday if he
doesn’t sign.
Monday, April 29, 13

Use empathy
Monday, April 29, 13

Puppy eyes included
Monday, April 29, 13

To create a sense of urgency,
you urgently need intelligence.
http://www.iko-system.com
Monday, April 29, 13