Closing the Sale - Stacks of Greenback Hacks - UrgencyScarcity
The Scarcity Close
One of the most used closing techniques is a term called “urgency”. Once you have shown that what you are offering has more value than the cost associated with it, you need to gently push the potential customer into moving forward now, or sooner than later. Why? It is human nature to delay....making a decision often time deals with something deeper than the sale itself and gets into pride. Nobody wants to be sold & nobody wants to be pushed but everyone wants to buy and everyone wants to buy when they feel it will benefits them the most.
So how do you, as a professional salesperson show that buying now is much more beneficial for the customer than waiting? Scarcity AKA urgency.
How to Use - Scarcity AKA Urgency
Example:
“As you are aware, there's a limited availability of this specific product, the one you want? A huge demand in the marketplace, and I want to be certain John, that I'm able to get you what you want. So look, I need to get this paperwork done, which means I need your approval here, here, and here, and I also need to know the delivery date that I can install, okay. Let's do this now.”
Do you see how powerful of a close creating just a little bit of urgency is? How can you incorporate into your sales process and do you expect quite a bit of improvement assuming everyone begins creating real urgency?
What’s your favorite close? Where does Urgency fit in now that you are well versed?
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