More Urgency to Close the deal
Advice I would give my younger self:
Sales 101
Why a sense of urgency is crucial in sales
If I could go back and give my younger self one piece of advice about sales, it would be this: always create a sense of urgency. In sales, time is often the difference between closing a deal and losing an opportunity. When you approach a deal without urgency, you risk letting your prospects slip away. The window for closing can shut quicker than you think, especially when your competition is moving faster.
Why is a sense of urgency so important in sales?
Sales is all about momentum. The longer a deal drags on, the more likely it is to go cold. Your prospect’s attention shifts, priorities change, and their initial excitement wanes. By creating urgency, you keep the conversation focused, prevent hesitation, and drive the prospect towards a decision. It’s not about rushing your client—it’s about helping them see the value of acting now rather than putting off a solution to their problem.
Looking back, here are five tips I wish I had known earlier to consistently create that sense of urgency and close more deals.
1. Establish time-sensitive offers
One of the simplest ways to create urgency is through time-bound offers. Limited-time discounts, promotional deals, or bonus services that expire after a certain date push the prospect to act quickly. When there’s a clear deadline, it compels them to make a decision before they miss out.
2. Highlight consequences of inaction
Sometimes, it’s not enough to sell the benefits of your product—you also need to point out what happens if they don’t take action. Whether it’s lost revenue, falling behind competitors, or continued inefficiencies, make sure the prospect understands the risks of delaying their decision.
3. Use social proof and scarcity
People want what others have. Mentioning how other clients or competitors have successfully used your product or service builds FOMO (Fear of Missing Out). Combine this with scarcity—whether it’s limited stock, lead times or limited availability—and you’re triggering a powerful psychological motivator to act now.
4. Set clear next steps
Sometimes, a deal stalls because the next steps aren’t clear. Always ensure there is a defined action after every call or meeting. Whether it’s scheduling the next meeting or a demo, reviewing a proposal, or signing a contract, make sure the process is smooth and that there’s no ambiguity on what comes next. This keeps the deal moving forward.
5. Create value around immediate action
Show your prospect why acting now is in their best interest, beyond just financial reasons. Will they save time, gain market advantage, or solve a pressing issue? Frame your offer in terms of the immediate benefits they will receive. This helps position your product as the urgent solution to their immediate problems.
In sales, urgency isn’t about pressuring your prospects—it’s about helping them make the right decision at the right time. And the right time is usually now. If I had embraced this mindset earlier, I know I would have closed more deals and built better client relationships along the way.
If you need a little help to refocus or develop your team, you know where I am.
Join our newsletter
Follow me on LinkedIn
Information on Training and development
Remember, there is always…
More Than One Answer
Good Hunting