Now is the time to buy. Not next week, not a month down the road. Now. This is inside sales, and what you’re selling most likely has an impulse purchase strategy built around the product. There’s a reason they put the candy near the cash register. This is it. You’re ready to leave the store. Buy now. So, you go in for shaving cream and you come out with shaving cream a Snickers bar and pack of gum. Impulse buy.
You give your pitch: you have one opportunity available, you have special pricing for new clients but for today only. You have to create urgency beyond the words. You must have conviction. You are in sales—you are selling an illusion. You’re an actor—you have to instill the belief that if the prospect doesn’t buy now he’s missed a great opportunity. He’s lost the game.
“It’s the singer not the song that makes the music move along.” (Pete Townsend/ The Who.) This applies to you. You’re the singer so make it happen. You have to create urgency to make the deal.
How do you create urgency beyond the words? There’s a couple of ways. Method Acting. You have to go to the bathroom. Number 1, number 2, number 3—it doesn’t matter. You have to go right this second. You think they’ll be urgency in your pitch if you have to go like a racehorse? (If Method Acting isn’t for you then drink two gallons of water and no acting will be required.)
Imagine the building you work in is on fire. Do you really think you’ll care if the prospect doesn’t buy? The building’s on fire. This is your last call before you run out the door! “Look, this isn’t going to be around. Is this going to work for you?”
Ask for the sale. If they’re not ready to buy put doubt in their mind, close the call by giving your name and number. “Bill, take down my name and number. If anything changes on your end, give me a call.”
Reverse the role. Act as if the prospect has called you, and it’s 4 in the morning and it’s on a Saturday.
Remember, “nice” doesn’t cut it in sales. You have to be authoritative, serious, someone who values time.
The time to buy is now because to the salesperson tomorrow is death.