Short YouTube video clip (March 13, 2025) where two speakers discuss building urgency in sales. The core claim: urgency is real but should not be created by pressuring prospects; instead it’s generated through the questions asked and the speaker’s tone, which create internal doubt/tension that makes prospects more open to change.
What I've always heard about sales is you've got to build urgency. Is that myth or reality?
It's reality. But how do you build urgency? You don't build urgency by pushing or pressuring. You build urgency by the questions you ask and how you ask them. Your tone that trigger uncertainty or trigger tension in them about problem or their situation that they might have thought was better than what it was. How do I see that doubt in the brain which triggers internal tension which then causes them to become open to change.
