Time and Urgency

How soon would like to be enjoying the warm tropical breezes at your new island getaway?

How long have you been looking?

salesperson "You dont have to buy today do you?"

Customer "no, Probably next month" or something along those lines

salesperson "good, I want to make sure we have enough time to get you all the information that way you can make a well informed decision"

This one is from cardone, an auto sales process. It helps me figure out a customers purchase timeline and also seems to disarm them.

On a scale of 1 to 10. One being not urgent, 10 being extremely urgent. Where would you rate this project?

If money isn't in the budget but they are at the higher end of the scale then I would have a chance of securing funds from other capital projects instead of having to work through the next years capital budget.

Also, if they are lower on the scale (more even keel) then I know that I should try to S.P.I.N. to see if the implications of their current situaion might take them to a higher level of urgency and open up an opportunity to shorten the sales cycle.

Good Selling!

Sell4alivn

	#11
BossMan	How soon would like to be enjoying the warm tropical breezes at your new island getaway?

	#13
Jaron Watkins	salesperson "You dont have to buy today do you?" Customer "no, Probably next month" or something along those lines salesperson "good, I want to make sure we have enough time to get you all the information that way you can make a well informed decision" This one is from cardone, an auto sales process. It helps me figure out a customers purchase timeline and also seems to disarm them.

	#14
Sell4alivn	Urgency..... On a scale of 1 to 10. One being not urgent, 10 being extremely urgent. Where would you rate this project? If money isn't in the budget but they are at the higher end of the scale then I would have a chance of securing funds from other capital projects instead of having to work through the next years capital budget. Also, if they are lower on the scale (more even keel) then I know that I should try to S.P.I.N. to see if the implications of their current situaion might take them to a higher level of urgency and open up an opportunity to shorten the sales cycle. Good Selling! Sell4alivn

Time and Urgency

Sales Questions