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Is It Urgent?

Written by: Bill Mansell

Article Overview: One-Minute Sales Clinic on the value of building urgency in the sales process.

Is It Urgent?

One of the most important words you will learn as a sales professional is "urgency." You might have the best product in the world, at the best price, and still be starving for sales if you don't find a way to make the purchase urgent for the customer.

I once walked into a beautiful Lexus dealership --just browsing--and noticed a floor model that they had marked down. It was a beautiful dark emerald green. The price was right, it was available, and I was in the market. Did I buy it? No. I said, "I'll think about it," and left.

The next morning, I received a call from the Lexus salesman. It seems that someone else had looked at "my" car the night before and was coming back again today to look at it again. But, I could reserve the car for myself, with just a $500 deposit by credit card over the phone.

Well, guess what happened, it became urgent that I make a decision. So, I whipped out my credit card and made the deal.

Success Tip: Convince your prospect that you have a good product, and they will decide to own it -- some day. Convince your prospect that the decision is urgent, and they will own it today.

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Related Forum Posts
Re: Subject line Etiquette - [quote="jvprosperity":b50c4a20]Another email rant: Is there some place on the internet that outlines proper "Subject line" headings? There mus be a system out there that people use to be more efficient email senders. Not everything that comes into my mail box requires my immediate attention. I would love to educate myself and the people who send me emails on proper subject lines. Maybe something like: "Urgent Review: <<Title of document>>" "Decision Required: "<<Subject matter>>" just something for me to quickly scan the subject lines and decide which ones need my immediate attention. Anyone know of such email standards that exist out there?[/quote:b50c4a20] The only messages I get that say Urgent or Decision Required etc are spam. I tell people to put something relevant to their business with me in the subject line - this is especially important for the people who fall into my junk mail. Chris
Subject line Etiquette - Another email rant: Is there some place on the internet that outlines proper "Subject line" headings? There mus be a system out there that people use to be more efficient email senders. Not everything that comes into my mail box requires my immediate attention. I would love to educate myself and the people who send me emails on proper subject lines. Maybe something like: "Urgent Review: <<Title of document>>" "Decision Required: "<<Subject matter>>" just something for me to quickly scan the subject lines and decide which ones need my immediate attention. Anyone know of such email standards that exist out there?
Re: Subject line Etiquette - [quote="jvprosperity":btyoa0j1]Another email rant: Is there some place on the internet that outlines proper "Subject line" headings? There mus be a system out there that people use to be more efficient email senders. Not everything that comes into my mail box requires my immediate attention. I would love to educate myself and the people who send me emails on proper subject lines. Maybe something like: "Urgent Review: <<Title of document>>" "Decision Required: "<<Subject matter>>" just something for me to quickly scan the subject lines and decide which ones need my immediate attention. Anyone know of such email standards that exist out there?[/quote:btyoa0j1] Hi Andy, The only system I know of at the moment is the "Set Priority" feature on MS Outlook. It allows you to add an exclamation mark to flag the message as being of high, normal or low priority. However, I'd say that a "sender" is still better off using the phone rather than sending an email that's labeled "urgent".


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