How to Create Urgency with Your Prospect
Posted by richard on 18 Jun 2007 at 1:29 am | Tagged as: Client Successes
It is no secret that your prospect will not act on your ideas if urgency on their part is low.
If you are able to tap into your prospect’s self interest, that’s a fast way to increase their level of interest and urgency. When your sales conversation is about the sales prospect’s personal impact, you cannot get any closer to what is really of interest to your prospect.
The idea is to provide a gentle, unobtrusive method for your prospect to look in the mirror and self discover or determine how they are doing on six factors that impact results. A tool that I use looks at their personal impact on six factors. There is no coaching needed at this point since the tool is 100% self administered and self interpreting. It is very useful way to open possibilities between you and your prospect. Here are the six factors:
- Results orientation
- Flexibility
- Courage
- Collaboration
- Ability to anticipate
- Interpersonal skills
Try designing a simple audit tool based on the above or any other factors you choose. Define each element so that the reader knows what you mean. Add a statement that describes why you feel each is important. The more descriptive and prescriptive the tool, the better.
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