Recognize Four Sources of Customer Urgency

Look, the truth is, b2b sales people all want the customer to have a sense of urgency when working with us. It simplifies the sales process because they are pushing to get things done.

So why are there times when the customer seems to be moving at the speed of a Glacier?

A lack of a sense of urgency to engage with you is due mostly by a lack of need for having a sense of urgency. What you need to see from your customers or prospects is one of four sources sparking a sense of urgency on their buying cycle.

Here are four sources of customer urgency…

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B2B Sales Qualifying is ALL about Needs

Had an interesting discussion with a sales manager last week concerning how to truly qualify a prospect. The sales manager wanted to discuss all the financial issues and demographics of prospects. I listened and asked a few questions, then asked about the role of needs in qualifying a prospect.

Our discussion got a little slower after that question as the sales manager began to think about the role of need in the qualifying process. He began to see just how important needs are in determining a real prospect.

Let’s look into this real life concept and connect a few dots.

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