Below are a few starter ideas for developing value/ urgency statements that should help you create more urgency throughout the sales process.
“In terms of the return on investment, if you start this [month/ quarter/ year] you can expect to save $XXX,XXX this month/ quarter/ year] – a nice number for your [department/ team].”
“The exciting part of this [solution/ program] is not only the additional immediate revenue you’ll likely generate, but the added referrals that become possible as a result – in addition to the competitive barriers you’ll create by getting the primary customer relationship going now.”
“It seems like a great fit to what you’re trying to accomplish and I’m fairly confident we’ll have the inventory available, but we can only guarantee it [today/ this week/ this month]. What concerns do you have about moving forward now?”
“The delivery and payment terms are very attractive at the moment, but they can change at the end of the [week/ month/ quarter].”
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“If you stay ready, you ain’t gotta get ready.”
Will Smith (1968- )
American producer, actor, music artist
