Part one: value/urgency statements
A few starter ideas for developing value/ urgency statements that should help you create more urgency throughout the sales process...
JOE PATERNO (1926 - )
college football coach
TO HELP THE PROSPECT PERCEIVE VALUE IN THE PRODUCT/SERVICE:
• "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]."WHEN THE PROSPECT PERCEIVES IT IS SAFER TO DO NOTHING:
• "The exciting part of this [solution/ program] is not only the additional immediate revenue you'll likely generate, but also 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."TO CREATE A SENSE OF URGENCY:
• "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?"IF THERE IS A LACK OF FUNDS TO MAKE THE PURCHASE:
• "The delivery and payment terms are very attractive at the moment, but they can change at the end of the [week/ month/ quarter]."
JOE PATERNO (1926 - )
college football coach
