Create Urgency for Sales Success
July 6th, 2009The goal of any salesman is obviously to make the sale. Ideally the salesman wants to make the sale right here and right now. Lets face it, if you do not make the sale on the spot today, chance are the customer will leave and buy from your competition. To create urgency in the mind of the customer is a sure fire approach to prolonged sales success.
As a salesman, doing a deal and making the sale is always the ultimate goal since it is the commission made on each sale that keeps the salesman hungry for more business. With so many customers wanting to shop around, consider their many options in the market place and think about whether the product is right or whether the price is right, the best way to coerce the customer to do business now is to make the deal irresistible by creating urgency.
Once the customer feels that this deal is too good to walk away from, then the salesman gets a win and everyone is happy. Without creating urgency within the mind of the customer, the customer will, in many cases, walk away and continue to shop unless they have already decided to buy anyway.
Advertised sale days like a two day only weekend sale are a great way to create urgency. Often the customer thinks they will not get the same great deal if they miss out buying on the two day only sale. Usually the customer would get the same price by coming back on the Monday after the sale or even a week later but it is the perceived idea of missing out on the great deal which is what creates the urgency.
If you are selling a unique product that there is only one of like an antique or a used car, urgency is immediately created in the buyers mind if they believe there are other interested buyers for that unique item and they do not want to miss out on buying it before someone else does.
Informing the customer of price rises just around the corner can be another way to create urgency and make a sale today. Success as a salesman has always been and always will be about showing value and creating urgency within the mind of the customer by staying one step in front of the competition. An irresistible sale right here and right now is, well, irresistible.
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