Ian Ross talks about the importance of creating urgency in sales without being pushy or aggressive.

Video Replay | Why FOMO Makes Prospects Take Action ASAP and How to Create It

https://www.youtube.com/watch?v=bkYhY6Yi7WE

Close More Sales | Why FOMO Makes Prospects Take Action ASAP and How to Create It

Welcome to the Close More Sales Podcast. Our purpose is to empower sales professionals and entrepreneurs to push themselves to grow, achieve unimaginable success without burning out, and ultimately transform their lives. 

I'm Ian Ross, and I'm obsessed with all things sales. I work with teams nationwide to make more money by asking better questions. The most proven path to achieving financial freedom is maximizing your earning potential, and the sales role is the lowest barrier with the highest possible ceiling for entry onto that path. Anyone can become a killer salesperson with the right techniques, mindset, and consistency. 

Everything we cover on this podcast is geared toward one thing, helping you close more sales, so you can live the life you want. 

If you get any value from this episode today, follow, subscribe, and tell us what you got out of the show in the comments wherever you listen to this podcast. 

And if you'd like to get better at what you do, text CLOSE to 33777. And we'll help you out along the process. 

Ian Ross | Close More Sales

www.closemoresales.com

Instagram | @vividselling

Takeaways | Why FOMO Makes Prospects Take Action ASAP and How to Create It

1. Create urgency by highlighting natural reasons or benefits that are inherently time-sensitive, rather than using aggressive tactics.

1. Ask "feeling" questions to get prospects to verbalize the urgency of their own needs and pain points.

1. Focus on respecting the prospect as an individual, not necessarily their timeline, when creating a sense of urgency.

1. Use a format incorporating the prospect's words and pain points to naturally build urgency.

1. Avoid lying or inserting false scarcity, and instead leverage genuine time-sensitive offers and the scarcity of both the product and information about it.

Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777 

Timestamps | Why FOMO Makes Prospects Take Action ASAP and How to Create It

Creating Urgency in Sales Conversations (0:00)

Understanding the Context of Urgency (4:05)

Using Emotional Language to Create Urgency (8:15)

Leveraging Psychological Triggers (10:39)

Balancing Urgency with Respect for the Prospect's Timeline (12:21)

Effective Phrases to Build Urgency (14:30)

Handling Indifferent Prospects (15:56)

Leveraging Time-Sensitive Offers (17:12)

The Role of Scarcity in Creating Urgency (18:31)

Common Mistakes in Creating Urgency (20:26)