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Create urgency without pressure from "summary" of SPIN® -Selling by Neil Rackham
The key to successful selling is often seen as creating urgency. Urgency is important because it can motivate buyers to take action. But there's a fine line between creating urgency and applying pressure. Pressure can lead to resistance and even resentment. So, how can you create urgency without applying pressure? One way is by asking questions that help the buyer to see the urgency for themselves. For example, you might ask questions that highlight the consequences of not acting quickly. By asking these questions, you can help the buyer to see the urgency of their situation without making them feel pressured. Another way to create urgency without pressure is b...
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