Urgency versus Status Quo!

Sales Manager Lee Salz has two "powerful" words to share with you that are "guaranteed to drive your revenue and income!"

"Yes, you read correctly...guaranteed...In my travels working with thousands of sales professionals, I've found a common thread in those who are tremendously successful. That thread comes down to two words on which they base their entire sales career."
Salz's two "powerful" words? Synergy and priority.
Today, let's focus on that second word Salz suggests - priority - but with one adjustment. We think it's better to replace priority with urgency. Let's look at this a little more closely:

When you discuss setting an appointment with a Decision Maker, you've got to build a sense of urgency. Small business owners are busy, and it's way too easy for them to put off a business appointment if they don't understand why your solution stands to affect their company so positively. Salz poses the hypothetical, "Why should they buy this today when they can just as easily buy tomorrow?"

It's the same idea with setting an appointment! So what is your major obstacle when it comes to creating a sense of urgency with Decision Makers? Salz says it's "status quo" - general complacency about one's current circumstances.

"Status quo will win every time if you don't have the information you need to understand why the buyer should buy today."

Once again, this is the case with setting appointments! If you can't effectively convey why the Decision Maker should set aside some time to participate in a presentation, you'll have lost the battle against status quo! That means your prospective partner will continue using obsolete, stagnant tools for Web marketing or draining their budget to secure a comprehensive digital presence.

The answer to this dilemma is simple: you've got to emphasize the earning potential that your solution provides. As Salz explains to his readers, "Making money is a priority for you. All else gets cast aside when someone wants to put more money in your pocket...If the solution that you have designed is aligned with the priorities of the decision making buying player, the deal happens. If not, status quo will win it."