“You do not need to create a false sense of URGENCY, your CONVICTION of 'better with you than without you' is REAL URGENCY to say "YES" immediately.”
- Jared Yellin
Who likes when a salesperson says…
“We only have 7 spots left, and once those 7 spots are gone, the offer is gone forever.”
“This offer is only available for the next 48-hours and then it’s gone forever.”
So if I was number 8 or if I tried to sign up on hour 49 would the offer be gone?
👍If the answer is YES - then AWESOME - deploy the tactic.
👎If the answer is NO, you really can sign up whenever - then NOT awesome - delete this tactic from your arsenal.
Urgency is something that is taught in every sales training and when deployed honestly and adhered to, is an extraordinary way to get someone who might be overthinking the decision, afraid to say yes, or simply stuck in life to move forward.
But where I stand against urgency is when it is used falsely…
Saying ONE thing, but not holding true to what you say is the fast way to break rapport, but an even bigger issue is that people stop trusting you.
I take an entirely different approach with sales and for those who know me…
I have sold and continue to sell at the highest level because I have one filter…
Is the person (or business) better with me than without me?
👍If yes - it’s my responsibility to get them to say YES.
👎If no - it’s my responsibility to get them to say NO.
My decisiveness in the process of selling makes it easy for people to make a decision…
YES or NO
Because your responsibility as someone selling ANYTHING is to take people to a place where they can make a decision.
YES or NO
People that struggle in sales usually keep people on the fence where they are perseverating, overthinking, wasting time, and getting frustrated because the sales person did not do their job…
Get them to say YES or NO and then act accordingly…
BUT never deploy a FALSE sense of urgency…
URGENCY comes from someone seeing an outcome that they desire and they absolutely can’t wait to get there…
It is NOT from…
Buy now or you will lose your spot…
Buy now or we will hit capacity…
Buy now or the offer is over…
The outcome of REAL Urgency sounds like this…
“I can’t imagine another minute without this solution. Here’s my credit card.”
REAL Urgency NEVER has buyers remorse…
REAL Urgency NEVER has regret…
REAL Urgency NEVER has a refund…
Because REAL Urgency is derived from the desire to go from A to B on the terms of the buyer.
Please read this again…
REAL Urgency is derived from the desire to go from A to B on the terms of the buyer.
But you are probably wondering…
How Do I Deploy REAL Urgency?
The answer is simple…
SOLVE a problem…
ELIMINATE an inefficiency…
REMOVE a challenge…
This is how you deploy REAL Urgency…
And when you achieve this outcome - you will see people just make decisions...it’s magical!
There’s no need for gimmicks…
There’s no need for pressure…
There’s no need for games…
REAL Urgency will just happen as long as you are solving a MEANINGFUL problem AND… like I said before….
Take people to a place where they can make a decision.
YES or NO
I want them to have REAL Urgency to say YES (if they are better with me)...
AND
I want them to have REAL Urgency to say NO (if they are better without me)...
And NO does not mean NO forever, but it does mean NO for right now and that is NO, for right now, they are NOT better with you than without you.
So, don’t create a false sense of urgency to try and get them to change their mind - move onward to someone or something that IS better with you than without you and help them see what’s possible so that they say YES - but NOT because you are using a false sense of urgency, and rather due to your ability to be convicted that you are 10000000% certain that you can help solve their problem….whatever it may be.
If people in sales roles adhered to what I am sharing in this article - the entire industry of sales would uplevel and become more respected.
So - I challenge you... PLAY YOUR PART - sell based on “better with you” or “better without you” and stand in conviction on whichever side the person or business lands.
Live with Intention,
