You might find that prospects are not going to change their position unless they have a sense of urgency. The incumbency position is very strong, and may even consist of continuing to do nothing. Sometimes we’re not trying to take the business away from a competitor–we’re just trying to get someone to start a new behavior. To get them to change, a sense of urgency must be created, or an existing sense of urgency tapped into. Host John Golden sits down with Andy Gole to discuss Urgency Based Selling and how you can create urgency in your buyer.
This podcast is also a recorded live event you are welcome to view here: Creating Urgency Based Selling