The Danger of Your Sense of Urgency

By
Real Estate Services

For years sales trainers have been telling us "you gotta have a sense of urgency or your prospects won't buy."  And what did most of us do?  We mustered up the greatest sense of urgency we could.  Believe me I was in the front of the line.

Let me tell you what I discovered about having a sense of urgency in sales.  I found that the more my prospects felt my urgency the less I would sell.  For months I would express the urgency for my prospects to get on board before it was too late.  I would tell them that they would lose out if they didn't act now.  I would share with them that the price is expected to go up and they would definitely have to pay the higher price if they didn't act now.  You name it I tried it.  The only thing was it was all to no avail.  When it did work, I found my clients canceling after they cooled down after the sale.

Urgency is an interesting thing when it comes to customers.  I'll use myself as an example.  About 18 months ago I got the new care fever.  I've been wanting a Mercedes Benz for about 10 years but I felt the time just wasn't right.  Every time I went to the dealer to look at a Mercedes, the salespeople would all express a sense of urgency that really turned me off.  Consequently I never bought the Mercedes. In two distinct shopping experiences in the last 10 years I went to my old dealership and bought another Dodge.

Just about 16 months ago I went to another Mercedes Benz dealership "on a mission" to get my Mercedes.  This time things were different.  I had the sense of urgency this time.  All the salesperson had to do was show me what I wanted to see and follow my lead.  What I discovered was that it was my urgency that made the sale.

Here's my point.  When we work with prospects, it is not our responsibility to push them to a place of having a sense of urgency but rather discern how urgent they are and flow with them.  When a prospect shows up with a sense of urgency, we will never be accused of manipulating them to do something they didn't intend on doing.  While our own sense of urgency can get us in trouble at times, just remember that the urgency of a prospect is much better than our own in the sales process.  They key for us as salespeople is recognizing the level of urgency our prospects have.

Until next time,

Ced Reynolds

Career Recruiter

 

close

This entry hasn't been re-blogged:

Re-Blogged By Re-Blogged At
Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the clock to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase:

Topic:
Real Estate Best Practices
Groups:
Accountability Central
Art of Professional Salesmanship
Best Business Practices
Independent Brokerages
Insurance Gurus
Tags:
urgency
career
recruiter
sales
mission

Comments 57 New Comment

Anonymous
Post a Comment
Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the tree to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase:

Rainmaker
1,379,697
Laura Cerrano
Authentic Feng Shui Expert
Feng Shui Manhattan Long Island

Ced, Congratulations on a great feature.  I can feel people's urgency and I don't like it.  Neither do I like to be pushed in any way when purchasing anything.  Those hard sell attitudes just don't work....in most businesses I believe.

November 20, 2008 08:28 AM
Rainer
178,939
Mark MacKenzie

Finally - somebody had the confidence to say it - thanks Ced.

I have always disliked being called a "sales person".  And my perecpetion is the more you try to "sell" the less confidence your clients will have in you.

Nobody likes to be "sold".  I know I don't.

Educate me, inform me, challenge me, but don't sell me.

I treat my clients the same way.

November 20, 2008 08:29 AM
Rainmaker
164,283
Ann Dail
Broker/Realtor,CRS, ePRO, SRS, B.A.Chem
Baton Rouge Area Homes, Louisiana, USA, 225-761-0551

Great perspective.  And I think it's right on.   Discerning where our customers are and flowing with them is powerful & effective.  It keeps me from getting in the car and driving all over town to see 10 homes when the purchase is a year away.  It helps me drop everything else and show 10 homes when a family is relocating and MUST be in their new home by Jan. 1st.

November 20, 2008 09:29 AM
Rainer
82,854
Cedric (Ced) Reynolds
(909) 263-4569

Emily, thanks for the congrats and your comments.

Kathy, you are so right. "Waiting is tough..."  Thanks for your comments.

Bonnie, lol...I'm sure you wouldn't scare anybody.  Thanks for participating in the discussion.

Steve, thanks for your wise words.  I agree with you.  Every situation is different.

Brian & Marie,  thanks for the kind words.  Glad you are on the non pushy side...

November 20, 2008 12:19 PM
Rainer
82,854
Cedric (Ced) Reynolds
(909) 263-4569

Lisa, you are right about us determing the level of urgency our client has.  Thanks for your comments.

Debe, thanks for teh congrats on the "little gold star".  Also thanks for your comments.

Jean, shoppers are setting the pace more and more.  Thanks for your comments.

Peggy, nobody really likes to be pressured.  Glad you don't pressure people. Thanks for commenting.

Ilyce, love the way you put it, "nurture their own enthusiasm and urgency..." Thanks for the tip.

November 20, 2008 12:28 PM
Anonymous
Post a Comment
Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the music-note to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase:

Rainer
82,854

Cedric (Ced) Reynolds

(909) 263-4569
Ask me a question
*
*
*
Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the pencil to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase:

Additional Information