How to Create Urgency in Sales Without Being Pushy: A Guide

We have all been to the store and had a salesperson come up to us with an overwhelming need to satisfy all our needs. This moment makes us shy away from the opportunity and instantly turns us off from being interested into just wanting to get out of the store. So, how is a salesperson supposed to give the customer the impression that the product is a necessity without scaring them off?

Urgency in sales can be done positively by establishing authority, defining the problem, and bringing clarity to what is being sold. Creating a situation where trust is created, and the customer feels comfortable will boost interactions between the customer and the salesperson.

These three strategies will be the foundation for creating a situation in which your buyer will be open to accepting what you are offering. Once they see that this opportunity will better their lives and that they need to make the decision as soon as possible, they will usually be ready to make a commitment and/or purchase a product.

How To Show Urgency Without Being Pushy

Urgency creation in sales is imperative for a successful business. Achieving a good balance of customer space and urgency will create a drastic increase in sales. Be careful not to create a manipulative situation or use underhanded tactics to your advantage. As long as the customer can recognize where they need assistance, you are helping rather than hindering.

Establishing authority is a key part of the process that helps customers better understand who they are dealing with. People tend to avoid jumping through multiple hoops. If that can be avoided, then you will be able to find more success. If you do not have the authority to complete the customer’s purchase process, quickly introduce the person with that authority to the customer. This gives clear roles to the people whom they are interacting with and avoids any unexpected changes.

Defining the problem is probably the most critical step you can take in getting your customer to understand the situation’s urgency. Ask questions that clearly present the problem to both them and you. If you aren’t asking the right questions and the problem isn’t getting any clearer, your customer will not be interested in moving forward.

Therefore, understanding what problem your product is the solution to will further your goals. When the customer sees the connection between their problem and the solution you are proposing through this product, they will understand the pain that can be avoided by acting now rather than later. Let them see that there is scarcity in your offer, and if they don’t do something soon, time will run out, and they will regret it.

Use clarity to make sure that your prospect understands exactly what is being sold. If there is miscommunication, then you are setting yourself up for failure. Ask questions that will help them understand what they need while at the same time creating opportunities to explain the product further. Peeling back layers like this can really allow for a deeper conversation and quicker solution.

Additionally, should you bring incentives into the deal to create more urgency, make sure they know what is being offered and how. When the customer gets confused about something and gets something different from what they had envisioned, they will feel cheated and frustrated. Clarity can allow for an environment that fosters trust and good intentions. Source

Easing Buyer’s Anxiety

We want to avoid situations where the buyer feels like they are overwhelmed. If this happens, one of two things will most certainly happen. They will either back out entirely with poor feelings towards you and your business, or they will jump too fast and buy the product without completely understanding why.

When the latter happens, this will eventually end up with the buyer remembering a bad experience with your business and not wanting to return. Even though that situation ends with a purchase, it won’t be on good terms. That customer will not want to return to purchase ever again. You want your customers to leave with a smile on their faces and a resolve to return.

Ease a buyer’s anxiety by ensuring them that you care about their needs. You can also show your dedication to protect them from any misfortunes they might run into when buying such a product. Include testimonials of how the product helped other people, as well as yourself. Familiarize yourself with them enough that they will feel comfortable reaching out when you give them contact information. Additionally, if it is a large buy, it really helps to reach out after they make their purchase to ask how everything is working out. This lets them know that you care. Source

Conveying Urgency in Emails

This area of urgency is where the details really do matter. As people become more adept at tuning out emails that don’t directly involve them, businesses must learn how to step up their game. Some things that will help with this are using time-sensitive words, giving deadlines, keeping the text brief, and utilizing the scarcity factor.

Time-sensitive words such as fast, hurry, now, never, ending soon, and while supplies last will definitely catch a reader’s eye. Deadlines that prove to the consumer they need to act now will pique their interest even further, making them dwell on the idea longer. Even putting a literal clock on the email to show that time is ticking will further motivate them to move forward.

Keeping the text short and sweet will make your reader appreciate the time saved and keep the email direct and to the point. If they get distracted or swallowed up in large paragraphs, they will quickly lose interest. Things go up in value when they are deemed rare, so the scarcity factor is monumental in creating urgency. Source

Micro and Macro Levels of Urgency

Micro levels of urgency involve the exchange that happens between salesperson and client. What happens here is all the micro yes’s that lead to a purchase. This is extremely important, and over time can enter into the macro level.

Macro levels of urgency involve the goals that your company has. The everyday salesperson must understand the goals and quotas they need to help meet. When a salesperson understands their due dates, they can better understand the measures that need to be taken to achieve them. When this happens, it creates a sense of urgency that trickles into their day-to-day interactions. Using these specific actions will create a team of people that are concurrent in all their goals and provide efficient control over the sales that are then motivated by urgency. Source