How can I create a sense of urgency with client’s so they are motivated to act on what we recommend?

How can I create a sense of urgency with client’s so they are motivated to act on what we recommend?

I am often asked this question by business owners and sales people.


They are selling an excellent products or services. They make a professional sales presentation where they explain all of the features and benefits of their offering, but their prospects are not buying. There is no sense of urgency.


Instead they politely tell the sales person that they are impressed, and if they ever need what the sales person is offering, they will be in touch.


I call this playing “show and tell” and so many sales people fall into this trap.


I call it a trap, because when a sales person finally gets in front of a prospect, probably after working hard to get the appointment, the prospect will often say, “So show me what you have to offer”. If they are not careful the sales person will be “sucked” into doing exactly this.


The true sales professional however will go into what I like to call the “diagnosis mode”, and ask the prospect if they would mind answering a few questions before they tell them about what they have to offer.


Now it’s nothing new to ask questions to determine a prospect’s needs and whether what you have is a good fit for them or not. Most sales people understand this. However most don’t understand that their prospects have both logical needs and emotional needs.


When the meeting starts, it’s likely that the prospect is feeling indifferent or maybe even skeptical about what the sales person has to offer. The average sales person wants to take them directly from indifference to excited by making an enthusiastic presentation. Sure it can work, but the true sales professional understands there is a better way to create a sense of urgency, by asking questions that take their prospect from indifferent to disturbed, before they offer the solution which will take them to excited and create that sense of urgency to escape the pain and move into gain right away.


Questions that disturb


Here are some of the questions we teach sales people to use to disturb their prospects before offering the solution. I’ll like you to notice that this is not a list of random questions. The order in which they are asked is vital. We begin with broad questions and then become more specific. So here they are.

  1. Mr Prospect what would you say is the major challenge you face today with respect to……. (now we guide them towards an area where we know we can offer them a solution. eg. “maintaining or increasing your market share?” Or maybe it’s “protecting your data?’ etc. We now wait for an answer and then ask…
  2. How do you mean? (This is designed to draw out an expansive answer.)
  3. Could you give me an example please?
  4. When was the last time that happened?
  5. What happened exactly?
  6. Why did that happen?
  7. Conservatively what would you say that cost you and your company over the last 6 months? or 1 year etc. (This may also now help you to financially justify what you offer.)
  8. How much?!!! Are you serious? $ right off your bottom line?
  9. What does your manager / partner / accountant etc say to you about that?
  10. How does that make you feel?
  11. What are the consequences if you don’t solve that problem of…….. (specify the problem)
  12. By solving this problem of ………how will that help you?
  13. How do you mean?
  14. Why is that important to you?
  15. How will that help you?
  16. As a result of solving the problem of ……… and achieving ……… what will that mean to you personally?

Do you think your prospect might now be thinking “How can you help me?”


Some will even say this out loud. There is now a sense of urgency to relieve the pain and move into the “gain”.


Notice also that the answers to question 12 to 16 have your prospect talking about the benefits of what you are now about to show them. They are selling themselves!


By the way, this sense of urgency should also be shared by the sales person. After all, if what you have to offer will benefit your prospect enormously and they don’t go ahead now, who will lose? The prospect will, and of course so will you, but if you genuinely believe that what you have is right for your prospect you will be letting them down by not asking for the order then and there.


So a sense of urgency can be created by the true professional sales person.


By Wayne Berry, CEO TOP GUN Business Academy International | Tel:+61 407410408 | email


About the Author


Ben Fewtrell is a sought-after Business Coach, Keynote Speaker and trainer who has featured in Virgin’s Inflight Magazine and Entertainment Portal, SKY Business and “Secrets of Top Business Builders Exposed”. He is also the host of the popular Business Brain Food Podcast where he interviews leading experts on anything and everything business.

1 Star2 Stars3 Stars4 Stars5 Stars (No Ratings Yet)

Leave a Reply

Your email address will not be published. Required fields are marked *

business plan template

Get Instant Access to the Business Plan Template that has helped thousands of Business Owners in every sector plan and grow their business.

Learn More
fees and benefits

Our Programs start from as little as $10 a day making it affordable for all business types.

Learn More

Top Rated Articles

The History of Business Coaching

The Inner Series...   In order to understand the history of business coaching, it’s important to go back to t


How your company can adapt to the Digital Revolution

Over the last couple of years, technological innovation has brought about a rapid change in the customer service landsca


7 Biggest Challenges Facing Your Business

It is kind of inevitable that businesses will face challenges at different stages of their growth and development. So, p


Recently Viewed

Business Coaching for Tradies

Tradies are typically good at what they do, and this can lead to a tradie spending all their time working in the busines


Tips To Achieve Your Business Goals in 2017

Have you ever taken the time to stand back to look at your business from a different perspective and think about what yo


How I changed my Facebook Business Page Name

I started a Facebook page for my business many years ago. I had spent thousands of dollars running ad campaigns and gain

  • Over the past 6 months the incredible team at MMP have supported us to shift our attitude towards our business & month on month our revenue is increasing to the point we will be able to employ additional staff to support our business goals long into the future. Do not regret our decision one single bit!

    • Emma Reece

  • Working with my coach has enabled me to see the areas where my business is failing. This was pretty confronting to me to be honest. MMP has the tools to improve these areas and the guidance on how to implement them.

    • Sharon Robinson

  • I have been working with Max My Profit for approx 3 years now, and over that time I have learnt a lot of things about not only what it takes to run a business, but I have also learnt things about myself. I don't believe i'd be the person or have the business I have today if it wasn't for Max My Profit and our Business Excelerator. Great team to work with if you want to take your business serious!

    • Ben Choy

  • As a new client for Max My Profit (MMP) it has taken no time at all to realise the benefits of business coaching. Despite many years of senior management experience starting a new business requires best practice systems and processes built on a solid platform of detailed planning. I look forward to the benefits of adopting the formula being shared by MMP.

    • Campbell MacLeod

  • Max My Profit Are truly awesome at what they do. They have helped me over the past 12 months to get off the tools in my business and start working on my business. I am looking forward to 2019 with enthusiasm not concern. Thanks so much.

    • Aaron Kemp

  • If you are committed to Growth the Max My Profit Team has the tools and expertise to excelerate all areas of your life. They Care, They Listen, They Understand You as an Individual first then they focus on Your business. Thank you Max My Profit my rating is a 6/5 - Kindest Regards The Mr Handyfix Team

    • Catherine Kavadas

  • The team at Max My Profit are an absolute pleasure to deal with. I love working with a team who is on top of what they are doing and have a clear view of what they are working on with you and helping ensure you get to the end goal.

    • Lauren Watts

  • I have been working with MaxMyProfit over the years and what they do for SME's in growing their business is fantastic. Also due to there knowledge and their supporting material for companies across the 5 lifestyle stages and assisting them through this process day in day out is extremely comforting as a small business owner and have referred them many businesses over the years.

    • Steve Laingy

  • Working with a business coach from MaxMyProfit has been one of the best things I have done for my business. I had several other coaches before MaxMyProfit but these guys are a step above the others. I have seen a significant increase in sales, now have a business that can run itself and the coaching program has paid for itself many times over.

    • Matthew Kitchin

  • Much more than just business coaches. There is an absolute treasure chest of business knowledge in their members site.

    • Iain Campbell

  • Max My Profit are unique as they really partner with you to develop and implement a plan that will drive success for the business. I was hesitant to proceed as previous business coaches tell you what to do and rely on you to implement.

    • Michael de Haan

  • I attended one of Max My Profits introductory events in Melbourne. Having been an accountant for almost 30 years, I was somewhat sceptical. Boy was I wrong. I not only enjoyed the presentation, but I gleaned so much from just that session.

    • Daniel Odd

  • These guys are an absolute wealth of knowledge for Small Business. The programme and support networks they have set up ensure learn more every day and can take your business from good to great. Thanks so much.

    • John Butler