How Uncertainty Creates Urgency

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Here’s what I’ve discovered:

There is almost as much sales urgency created by a limited time offer as there is with a “today only” offer, and any slight edge in sales urgency created by the “today only” offer is more than made up for by the increase in credibility and lack of perceived pressure of the “buy soon” offer.

High Pressure Offers Lack Credibility
The only qualification is that the duration of the “buy soon” offer has to be sufficiently short in order to actually translate into an urgency to buy now. It cannot be long enough that a customer could reasonably consider waiting and taking advantage of the offer at a later date.

If an offer is good through the end of the week, or for two days, a prospect is much less likely to see the possibility of delaying the decision. After all, how could you justify that anything would change in that small period of time that would change the acceptability of the proposal?

The effectiveness of this method lies in the fact that because the offer is not for “today only” it is not perceived as pressure, even though it is essentially the same thing.

Prospects are conditioned to see anything “today only” as high pressure selling and not credible, while an offer good for a few days does not create the same negative reaction, yet produces an almost identical sales urgency.

Of course you still have to justify the “buy soon” offer, but armenia telegram data that is much easier than it is to justify a “buy today” proposition.

Everyone is familiar with and accustomed to sales, limited time promotions, the reality of rising costs and pending price increases, and other time sensitive offers.

The “buy soon” offer is especially effective when the duration is uncertain, meaning it could go away at any time.

When presented properly, including an introduction early on in the sales conversation, the “buy soon” offer becomes as strong or stronger than a “buy now” proposition with the uncertainty of being able to get the special price at a later date doing the work of creating the sales urgency.

Creating urgency is essential to success in sales, and by incorporating these techniques into your sales presentation you will create that urgency in a credible and justifiable way leading to more sales and increased customer satisfaction in the buying process.The Cold Calling Conversation Dilemma
You’ll need to elevate your conversations to get busy prospects to talk to you on cold calls.