Creating and Maintaining Urgency

Overview

Being unable to create urgency is one of the biggest reasons why sales do not progress quickly through the sales process. When barriers exist, this leads to lengthening of the sales cycle and a push back on the decision. This module provides insight, strategies and examples of how urgency can be managed throughout the sales process and why it's crucial to do this from the onset.

Objectives

By the end of the course, learners will be able to:

• Identify the importance of creating and maintaining urgency from the start of the sales process;
• Recognise why understanding the pain points and needs can help in creating urgency;
• Evaluate strategies for building urgency from the start of the process;
• Review why asking for the business is part of the maintaining urgency process;
• Identify the non-buying signals that you need to watch and listen out for