Summary of How Do You Build Massive Urgency in the Sale

00:00:00 - 00:30:00

In order to build massive urgency in the sale, the salesperson should ask questions that focus on the prospect's situation and objectives. This will help them see the consequences of not taking action, and help them to build a gap in the prospect's mind between where they are and where they want to be.

• 00:00:00 In this video, Jeremy Miner discusses how to build urgency in the sale with Chris, the Vice President of Sales. He states that if you want to become successful in sales, you should start by acquiring skills before getting your first sales job. He also suggests that before investing money in learning how to sell, you should consider whether it is more expensive to try to learn on the job or to invest in training from the beginning.
• 00:05:00 In this video, Chris Smith explains how the coming recession will make it harder for sales professionals to make sales. He recommends acquiring advanced skills that work with human behavior in order to survive the recession.
• 00:10:00 In order to build massive urgency in the sale, the salesperson should ask questions that focus on the prospect's situation and objectives. This will help them see the consequences of not taking action, and help them to build a gap in the prospect's mind between where they are and where they want to be. Consequence questions help the salesperson to build massive urgency and shoot sales cycles.
• 00:15:00 The presenter provides a strategy for building massive urgency in the sale by asking questions that get prospects to think about the consequences of not taking action to solve a problem. One example question is "have you considered what could happen if switching to a different company doesn't get you the result that you said you want, though?"
• 00:20:00 The presenter discusses how to create massive urgency in the sale by using consequence questions. He provides several examples of how consequence questions can be used in different industries. He also discusses how to maintain a conversation that is forward-and-backward and feels like music.
• 00:25:00 This video provides advice on how to build massive urgency in the sale, as well as how to increase sales by addressing prospects' emotional needs.
• 00:30:00 Chris, the host of the video, offers advice on how to build massive urgency in the sale. He says that the longer you wait, the more you're going to miss out on your own commissions and that even if you're not in sales, you should go to medical school or dental school before taking a job.