Identifying Urgency in B2B Sales Deals
Sellers are frequently taught to help their buyer “quantify” their problem or pain as a way to increase urgency early in the deal cycle.
A few problems with this:
1) It’s nearly impossible to increase urgency
Try as we might, we aren’t changing our buyer’s priorities. Instead, we should map to them.
2) “How much is this problem costing you” sounds incredibly salesy
Your buyer knows you just want this number to convince them your solution is cheap in comparison to their pain.