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How do you put this persuasion technique in action and create a sense of urgency?
First, don't be so accessible. Make it difficult for people to get an appointment with you. What I mean is, don't say I can do it any day this week. Instead use a more persuasive technique by saying, I'm very busy this week,however, I might be able to squeeze you in. Give them a deadline. If people think they have unlimited time to make a decision about your product or service they will stall and procrastinate. Set a time limit for your offer and stick to it.
Be selective about who you work with. Set standards for type of client you are willing to work with. You will give people impression that you are busy and that you don't work with just any one. Some people will even go out of their way to conform to your standards to work with you. Use persuasive technique of "take away selling". What I mean is say something like, I'm not sure that our product is right for you. Or maybe our service isn't right match for your company. Remember, people want what they can't have. By taking it away from them they will search for reasons why they want it now.
Creating a sense of urgency in sales is a win - win for both you and client. For client it helps to move them to make a decision to buy something they wanted anyway. For you, it means more sales and sense of accomplishment for moving people to make a decision that will benefit them.
Jim Klein is the owner of From The Heart Sales Training . He helps sales professionals attract new clients and generate an abundance of referrals so they can increase their income and enjoy life more. Click Here Now for free Sales Training. Sign up for our ezine "The Sales Advisor".