4 Tips to Create Urgency in Sales

Do your sales cycles seem to drag on endlessly? Are you tired of hearing maybes or "I'll have to think about it" from your potential customers? Creating urgency in B2B sales is the key to solving these issues. When your prospects don't feel a rush to purchase, they may not see the value you bring to the table. In this video, we'll share four tips to help you create urgency in your sales process without resorting to manipulation.

The Problem of Stalled Deals

Stalled deals can be a massive roadblock in your sales pipeline. A stalled deal is when you've tried to close, but the potential customer hasn't said yes or no. They're just lingering in your pipeline, not moving forward. Stalled deals can wreak havoc on your sales targets, but fear not, we have four powerful tips to get them moving.

Tip 1: Understand Customer Pain Points

To create urgency, you need to pinpoint your potential customer's pain points. When they're not in significant pain, there won't be urgency to seal the deal. Look for three types of pain points during your discovery phase: productivity, process, and financial. Let's use an analogy to clarify this. Your prospects don't need a shovel because they want a shovel; they need a shovel because they need to bury a smelly "body" in the bedroom wardrobe. Identify the real pain, and you'll create natural urgency.

Pro Tip: Uncover the "body" your potential customer is trying to bury, and offer them the solution to the real issue.

Tip 2: Prevent DIY Solutions

Many B2B salespeople encounter the problem of potential customers thinking they can solve the issue themselves. This happens when sales professionals provide too much free advice during the sales process. The customer gains confidence and feels they can tackle the problem independently, leading to stalled deals and a lack of urgency. Share insights and advice, but keep it industry-focused rather than solving their specific issue before they commit.

Tip 3: Speed Up Your Follow-Ups

Slow follow-ups can be a deal killer. Don't give potential customers a week to gather information for you to help them. Schedule the follow-up call within a day or two. Quick follow-ups show your commitment and increase the level of urgency. High-performing sales professionals keep their follow-up dates in quick succession to keep the deals moving.

Tip 4: Close More Often

Sometimes, you need to make the deal real for your potential customer by attempting to close it, no matter where you are in the sales process. Instead of resorting to artificial urgency tactics or weird manipulation, use the Closing 3.0 methodology. Ask questions like, "Does it make sense to X?" If they answer yes, you've closed the deal. If they say no, follow up with, "What needs to happen to move this forward?" This puts the urgency in the hands of your potential customer.

Pro Tip: Closing more often during the sales process creates a sense of urgency without the need for manipulation.

In a nutshell, understanding customer pain points, preventing DIY solutions, speeding up your follow-ups, and closing more often can help you create urgency in your B2B sales process. Say goodbye to stalled deals and hello to a streamlined, efficient sales pipeline.

So, if you're ready to supercharge your sales process and eliminate those never-ending maybes, watch the full video to learn more about creating urgency in your B2B sales Remember, we're here to simplify your sales journey and help you close more deals faster.