The Power of Building Urgency in Sales

🔑Building urgency is essential in sales to motivate prospects to take action.

💡The buyer's pocket is the emotional state where a prospect believes they can achieve their goal with your product or service.

🔑Creating a tangible outcome helps prospects envision the benefits of achieving their goal.

💡Future pacing positive emotions and consequences solidify the cost of inaction for prospects.

🔑Effective objection handling requires building strong urgency and addressing concerns with empathy and understanding.

Why is building urgency important in sales?

—Building urgency motivates prospects to take action and prevents them from putting off the decision.

What is the buyer's pocket?

—The buyer's pocket is the emotional state where a prospect believes they can achieve their goal with your product or service.

What is future pacing?

—Future pacing is the process of helping prospects envision the positive emotions and consequences of achieving their goal.

How can I handle objections effectively?

—Building strong urgency and addressing concerns with empathy and understanding are key to effective objection handling.

What if a prospect is resistant to urgency?

—If a prospect is resistant to urgency, it's important to listen to their concerns and address them with empathy to build trust.

00:00In this video, learn how to build urgency in sales and overcome objections.

02:32The buyer's pocket is the emotional state where prospects believe they can achieve their goals.

04:56Creating tangible outcomes and future pacing positive emotions help solidify the cost of inaction.

06:48Effective objection handling requires building strong urgency and addressing concerns with empathy.

08:52Overcome resistance to urgency by listening to prospects and addressing their concerns with empathy.