Salespeople are typically most comfortable selling to prospects using a social mindset — that is, developing sales relationships based on how they act with family and friends.  Cordial, friendly, and focused on gaining acceptance.  That approach, though, doesn’t close the deal; it creates social relationships, when we need business relationships.  Successful salespeople operate within a business mindset; it’s a goal-oriented, “do-or-die” mentality which generates urgency in prospects and results in sales for your company.  When it isn’t a one-call close, we measure the strength of the sales call by the strength of the PIK (payment in kind).  What behavior does the prospect demonstrate to show they are serious about our opportunity?  We watch what the prospect does, versus what the prospect says.  Are they a participant or a spectator in the process?

Establish the right kind of sales relationships, those that are strong and controlled by your salespeople. Ensure your prospects are serious about and committed to buying. Urgency Based Selling® sales training changes the way your sales team thinks about selling — and secures sales success.

Revolutionize the mindset of every member of your sales team with Urgency Based Selling®.