Quote:
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Originally Posted by Dixon Hill
Not to be a wise guy, but what's the difference between no urgency and no want/desire? If the prospect is inquiring about the service/product, wouldn't desire be implied? If they're inquiring, one would assume there's interest, if there's interest, one would assume there's desire. How does the salesperson move prospects from desire to urgency; from prospect to client?
--Scott
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This might help illustrate the differences Scott.
{
Interest}One day John Consumer is watching television and sees a commercial about a revolutionary new computer on display at the local electronics store. John isn't necessarily in the market for a new computer but the next day on his way home from work he decides to stop by the electronics store and see what all the fuss is about.
{
Desire}While at the store John talks with a salesperson and after a series of sales questions and a presentation of the laptops capabilities John decides that he really wants one of these new computers.
{
Lack of Urgency}The salesperson asks for the sale and John's response is that while he does want one of these new computers he doesn't actually need one at the moment. John assures the salesperson that as soon as his current computer gives out he is coming right back and picking up one of these new models.
{
Sense of Urgency}The saleperson points out to John that there is currently an unadvertised "one-time-only" "crazy low price" sale on the computer however it ends that night and is limited to stock on hand. The salesperson goes on to inform John that an hour earlier he had checked availability for another customer, who said he would be back before closing, and there was only one unit remaining in stock.
The salesperson once again asks for the sale but this time John, not wanting to miss out on a great deal, says "yes" and buys the computer.
