Urgency in sales - it's the glue

Never underestimate the importance of urgency in sales.

And I don't mean a manufactured deadline as part of a 1980's grand finale closing routine.

I mean having a full exploration of the consequences of not acting now.

Whether that's losing money every single day, leaving money on the table, missing out on market share, winning new customers or any other tangible gain for a business.

Empathize & build urgency around your client's pain points with the associated unsustainability.

Make it emotional and not just a cold calculation based on metrics.

If this is done properly, the impetus to act now will not have to come from you.

It will come from your client who will always act in their best interests.