HTSS172 - Sense of urgency in sales and how to get it - Scott Sylvan Bell

Sense of urgency in sales and why it matters

You must have urgency in sales. This is an absolute. You have to know how to use urgency in sales the right way. There is a scale of urgency that starts with 0 or apathy and goes all of the ways to high pressure/desperation.

Intentions in sales 

People feel your intentions when you meet with them. As you meet with people they feel your good energy as well as bad energy. When you meet with people There is something about people who have a hefty income that values their time, they put a sense of urgency into what they are doing. When people don’t value their time, they lose the urgency. Money is the grease for momentum. This has quite a few implications. When you meet with people you need to size up what direction they go.

Your income matters in sales  

Some salespeople will say things like "What's wrong with making 60k per year"? You can size up where salespeople by how they are taking. Urgency if future-facing – there is a direction in the conversation. No urgency is past-based, non-forgiveness in some conversations.

What you can do to show urgency in sales:

• Set an agenda
• Set a timetable
• Talk about outcomes
• Have a positive belief about money
• Have goals
• Celebrate your wins

Dangers in sales 

If you look at the formula for urgency it is something like this:

Confidence + certainty = urgency 

Desperation speeds up time but can also create more problems. When you sell to people who are desperate they may come back and say you took advantage of them.