A short sales-coaching video ("Why now?") by Eric Deeran that recommends a simple discovery-question to create urgency during sales calls: ask the prospect why they want to do the content now rather than later. The tactic forces clients to verbalize and justify immediate need, increasing commitment.
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.
