Negotiation Skills Training - How to Double Dose the Sense of Urgency

As Jakes prospects were leaving Eric the sales manager over heard Jake say to them, Dont forget the big sale is over this Saturday. The prospects were all smiles as they left without the new car.

As Jake slowly walked back to his desk he looked a little down. Eric approached Jake and asked him what happened with that deal.

Jake said in a frustrated tone, I dont know I thought I did everything right. They seemed to really like the car and all was going well until they said they would be back and left. I even created a sense of urgency by telling the sales ends on Saturday.

Eric asked, What day is it today?

Tuesday, Jake responded.

Eric then asked, If you were that customer what would you be thinking with that bit of information?

I guess I would be think I have until Saturday to decide, Jake said shaking his head, But what else could I have done?

What they needed was a double sense of urgency, Eric said.

Whats that? Jake responded with a puzzled look.

Eric said with a smile, In sales training terms I call it negotiation skills training 101. You just did one dose of a sense of urgency close and they needed a second dose to close them today. Here is the how you deliver the second dose.

Mr. & Mrs. Jones you are smart to shop for a car today at the start of our big sale. Not only will you be saving over $1,500.00 you are also getting the pick of our best inventory. Today we have all the hot models and colors in stock to choose from. They are the ones that sell the fastest and sell first. The people who wait and shop in a day or two may still save $1,500.00 but they wont have near the great selection to choose from like you do right now. Not all customers are nearly as smart of shoppers.

I get it, Jake said, the second dose of a sense of urgency turns them into today buyers instead of maybe Ill be back lookers.

Your negotiation skills training
If you get customers who want to wait and come back before the sales ends my sales advice is give them a double dose of a sense of urgency and sell them today.

David Nassief negotiation skills coach invites you to improve your sales with the free report Selling Secrets of Top 5% Earning Salespeople Davids site is http://www.phoenix-best-sales-jobs.com

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