Ever thought about why we buy things on impulse? One big reason is urgency! Whether it’s the 15th Starbucks cup or that cozy Snuggie, urgency plays a big part. Urgency means something’s really important and needs quick action. That’s the power of the urgency close technique.
As sales pros, our job is to use the urgency close to close more deals. Done right, urgency can be powerful and make you lots of money. That’s why mastering it is crucial. Understanding it better helps you know when and how to use it right. Plus, you can use urgency in different ways during the sales process. When you add urgency, it triggers alarms in your client’s mind, making them decide faster. It’s a smart move to get people to make a decision right away.
5 Powerful Urgency Close Techniques
- Scarcity of products
- Setting a deadline
- Best price available
- Taking something away
- Fear of missing out
Urgency Close Technique #1: Scarcity of products
When something is the last one or the only one left, it makes people want it more. Some even feel possessive if it’s the last one. If there are 10 left of a product, there’s no rush. But if there’s only 1 left, that’s a different story!
You can say something like, “Good news! We only have one _______ left! Do you want to buy it now?” Sometimes that’s enough to seal the deal. If not, you have to dig deeper and ask if they’d be disappointed if they came back and it was gone. They might say, “If it wasn’t meant to be, it wasn’t meant to be.” In that case, you can say, “Well, if we go by that, then us having one left just for you is the perfect sign! Do you want to go ahead and buy it anyway?” Give it a try, your clients will be surprised!
Urgency Close Technique #2: Setting a deadline
Setting a deadline is one of the most common ways to create urgency in the urgency close. It could be the end of a sale, promotion, or free offer. Explain why it’s important for your clients to act quickly. You can say something like, “[Client’s name], deciding now versus next week could save you $500. Would you rather save that $500 or wait?” You use pressure so they see the benefit!
Urgency Close Technique #3: Best price available
This sales technique works well on any day and with any sale. Example: “Guys, this is it. I can’t offer you a better price than right now. My sales manager is giving special deals. We’re at [insert deal, package, or price you’re at]. What would make you buy right now?” It’s a strong close but it makes people excited and urgent. Remember, it needs some room for bargaining.
Urgency Close Technique #4: Taking-away
This is when you remove something that your client wants. For instance, it could be a special price, a bonus, or a service they’ll only get if they buy right away.
Urgency Close Technique #5: Fear of missing out (FOMO)
People hate losing things and will do anything to avoid it. This is the opposite of the take-away. Instead, you add on all the potential purchases now to prevent possible loss later. Sometimes, showing a negative side helps make urgency clear when you use the urgency close. For example, in the furniture business, people are usually waiting to buy certain items from a set. However, when they came back to make the purchase, those items were no longer available or not on sale anymore. Save your customer from that hassle. Your aim is to always offer solutions to problems.
Conclusion
People can tell when something isn’t genuine from far away. The urgency close technique can backfire when it’s not done right. If you rush every client with a “buy now or never” price, you’ll probably fail. Remember, convincing someone to buy isn’t just about the price – it’s about showing them the value in what you’re selling.
Using the take-away approach can sometimes be too extreme. This means if your client decides not to take the “buy now” offer, they might not come back. Sometimes, you might push away business from people who just need more time to decide. Always focus on building a connection first, so even if they decide to wait, they know you cared enough to listen.
For more help on closing techniques, contact AIM Consulting today. We’re here to help your team learn more about what closing techniques to use and when.