From the course: Selling with Stories, Part 2: Stories Great Sales People Tell
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Creating a sense of urgency
From the course: Selling with Stories, Part 2: Stories Great Sales People Tell
Creating a sense of urgency
- Even after you've convinced your prospect that they need your product, and that they can afford it, sales people often face a final barrier that sounds something like this. "We'll definitely place an order, "but now's just not the right time." Now, in that situation, unfortunately what sales people often do is to just reiterate the same benefits that they already explained earlier. And of course, that doesn't work, because the buyer's already sold on your benefits. What's more effective is helping the prospect understand the unique problem created by waiting. Tiffany Lopez from DataServ has a great example. So, in late 2013, she closed a sale with a prospect she'd been working with for almost two years. Or so she thought. They agreed to buy DataServ's Accounts Payable software. But they didn't want to install it until March of the following year. They told Tiffany December and January are really busy months for the payables department, when we're closing the books, and then February…
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