Is It Urgent?
Is It Urgent?
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.
Is It Urgent - To learn more about this author, visit Bill Mansell's Website.
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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.
Is It Urgent - To learn more about this author, visit Bill Mansell's Website.
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