For all sales professionals and interior designers
This is the first installment in a series on Creating Urgency. I get asked by sales leaders how to help their team members to close sales more quickly… and asked by salespeople how to do the same.
Recently, I blogged about the importance of managers ‘jumping in’ to the sales interaction if they believe it is taking too long without an apparent end in sight, or too much time during an especially high traffic period, or just to check in to see if the salesperson is on track to bring the interaction to an intended close: the sale or an appointment.
That action would be helpful if that action included finding out the urgency on the part of the customer – a logical question for a sales manager to ask, especially if it hasn’t been asked by the sales person.
Urgency is part of every sale even if that urgency to purchase is far off…you at least want to know what it is and when it needs to happen. And expecting to buy today and being able to buy today are two different things. Every buyer has ‘motivating factors’ that we need to learn as critical and essential aspects of the sale and it is up to the salesperson to ask and learn these and not expect that the buyer will reveal that information on their own.
1. Ask and find out motivating factors.
2. Determine how important they are to them (on a scale of 1-10)
3. Find out what the negative impact would be if they didn’t take action by when they need to take it. In essence, what is the pain that not taking action would cause or enhance?
4. Use that information in your presentation and in your close.
Mastering the art of Urgency is vitally important to developing a successful Sales Team and achieving goals. I have a dynamite half day seminar on ‘Creating Urgency’ that has had a tremendous impact on sales for the teams that I have worked with. Reach out and let’s discuss investing in your sales team!