Hi Reader,

Ever feel like sales just happen when a client's got a fire to put out? You're right. Urgency is a massive sales driver.

Think about it. Selling a solution to someone with an immediate, pressing problem is like treating a heart attack.

You don't need to convince them they're sick; they already know it! Focusing on these "urgent" clients can seriously boost your conversion rates.

You don't need to much. 9/10 clients who have urgent problem will end up buying solution and all you need to make is yours best among all options!

Finding the Fire-Haters

But here's the thing: not every client walks in with their hair on fire.

And fact is people say they don't have urgency means many times, they don't perceive urgency. They are meeting you means there is some problem, they haven't prioritized as urgent!

Does that mean they're not a good fit? Absolutely not!

This is where true ethical persuasion, sales skill shines.

Creating the Urgency Spark

You can create urgency. It's not about manipulation.

Instead it is all about skillful probing and asking the right questions.

Think of it like this:

• Ask about their desired timeline. "How quickly do you want to get this fixed?"
• If they're slow, show surprise. "Oh, that's interesting. Most people we work with are looking to resolve this much sooner."
• Then, dig deeper. "What makes you feel like that timeline works for you?"
• Finally, highlight the consequences. "Have you considered what might happen if this problem isn't addressed more urgently?"

This taps into core psychological principles like Commitment and Consistency .

When they articulate their current, less urgent stance, you gently nudge them to re-evaluate it by presenting the alternative and its implications.

It also uses what is called FOMO or Scarcity – by implying that urgent action is the norm for successful problem-solving.

You're not telling them what to do. You're helping them see the true cost of inaction and the benefits of acting now.

The Best of Both Worlds

So, what's the takeaway?

• Prioritize urgent clients: They're your low-hanging fruit for quick wins.
• Cultivate urgency: Develop the skill to gently guide less-urgent clients toward a clearer understanding of their problem's impact.

Combine these two approaches, and you'll not only close more deals, but you'll also become a more impactful problem-solver for your clients.

Ready to sharpen your urgency-building skills or struggling with clients who just say "think about it" because they lack urgency?

​Click here and discover how we can help you fix messaging gap to get clients say Now vs later..

To Your Success

Prashanth

P.S: Studies show more than 78% prospects don't take action and stick with old solutions as sellers fail to create urgency.