Determine the Urgency

stop_watch_preciseSales can be derailed and forecasts rendered inaccurate when you fail to nail down the urgency. Remember that urgency involves a time component.

A prospect may not be happy at the current situation but is willing to live with it for the foreseeable future. The salesperson who only focuses on pain, and doesn’t deal with the time element, will forecast an imminent sale only to waste time chasing it for months.

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