Short sales-advice video by Eric Deeran recommending a specific discovery question to create urgency: during sales calls ask prospects 'Why now?' (i.e., why do you want to do this now versus later?) so they verbalize and commit to the timing and urgency for creating content.
So here's what to say to get clients bought into buying your content. So when you're in the sales call with them, simply ask them, why now? So why do you want to do this right now? So when you're going into your discovery, just simply ask them, well, why is this important for your company to create this content now as opposed to doing it maybe later? Like, why do you want to do it now? And so what that's going to do is it's going to build urgency and they're going to have to sell themselves on why they want to do it now.
