How do you increase urgency in your sales process without sounding too pushy? This and more in this episode of the TSE Hustler’s League.
Today, I’m sharing with you how you can recognize the power of scarcity. Regardless of what you’re selling, there’s an opportunity to implement scarcity.
Creating a Sense of Urgency
The Real Problem Is You
Many sellers have so many excuses as to why the deal didn’t go through (ex. the prospect doesn’t want to talk or they’re not ready to do anything right now). The problem is you.
The Power of Empathy
Think about them, what they need the most and how you can help them with that.
Creating Urgency through Scarcity
How much scarcity did you create in this deal? Scarcity means that when a person thinks it’s running out, they want it more. So when the item is perceived as being scarce, it’s subjective value increases.
In your sales process, find a way that you can create scarcity. Figure a way where your prospect needs to have it now. Find a way to create urgency early on in your sales process.
Join the TSE Hustler’s League.
Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.
What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.
Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.