• HOME

  • OUR WORK

  • NEWS & UPDATES

  • CONTACT

  • Blog

  • More

    Brett Zalaski Get After It 2.0_edited_ed

    Updated 2016 by Get After It Sales. Proudly created with Wix.com

    Urgency is the Great Differentiator

    August 24, 2016

    |

    Brett Zalaski

    On my travels, regardless of if it's a team, a start-up, or a Fortune 500 company, my favorite question to ask is, 'What is your best salesperson doing that your second best salesperson isn't?'  When you get to the very top of any organizations sales board, the things that separate the best from the second or third best are small, but very important.

     

    I've asked this question dozens and dozens of times, and one of the things I hear almost every time is that the best salespeople are just getting more answers than the rest of them.  They are not afraid to tell their potential clients why today is the best day to buy...because today is always the best day to buy.  You have to believe that as a salesperson.

     

    I saw a sales trainer say that urgency exists in the mind of the buyer, so it's not a sales skill you can teach.  I agree it's not a sales skill...it's a mindset.  As a salesperson, the longer that you give your prospect to plan to use their tickets, the better off they'll be.  That's also the mentality and mindset you have to take into every conversation as the salesperson.  Believing that getting an answer serves the client and saves you time should make every conversation full of urgency.  

     

    You may think you have all the time in the world to sell to people, but the statistics would disagree.  Stats have shown that, in a B2C conversation, you have 72 hours to make a sale without momentum...and it's a week for B2B sales.  Act accordingly!  It's for everyone's benefit...including your rise to the top of the sales board!

     

     

     

    Please reload

    Featured Posts

    I'm busy working on my blog posts. Watch this space!

    Please reload

    Recent Posts

    The Next Step

    November 5, 2016

    3 Ways Tottenham's Transformation Can Help Your Sales Team

    October 12, 2016

    4 Points on Objection Handling

    September 30, 2016

    Be a Better Salesperson Tomorrow

    September 21, 2016

    3 Things I Did Wrong as a Director of Sales

    September 14, 2016

    Sales Takeaways from Judd Apatow's Sick in the Head

    September 8, 2016

    The Power of Product Knowledge

    September 1, 2016

    Urgency is the Great Differentiator

    August 24, 2016

    Choose Your Own Adventure Sales

    August 19, 2016

    What can ticket salespeople learn about referrals from a small craft brewery?

    August 17, 2016

    Please reload

    Archive

    November 2016 (1)

    October 2016 (1)

    September 2016 (5)

    August 2016 (6)

    July 2016 (4)

    June 2016 (5)

    Please reload

    Search By Tags

    authenticity

    break up

    engagement

    intention

    product knowledge

    sales

    self-prospecting

    social selling

    ticket sales

    Please reload

    Follow Us
    • Facebook Basic Square
    • Twitter Basic Square
    • Google+ Basic Square