creating urgency

there are many ways to create urgency in a sale. one of the most successful closes that i have used is the worst case scenario analogy. the idea behind this technique is to take away the risk of the buyer's decision of going ahead with the sale today by showing and demonstrating what is the worst thing that can happen by buying this and eliminating the risk of the decision. people do not want to feel like they have made a mistake or get yelled at by a loved one or a boss therefore causing them to be paralyzed by the decision. if you demonstrate to them that the situation is not as risky as they believe to be in their head they will make the buying decision today.

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