Tag Archives: Creating urgency

How to Create Urgency by Raising the Stakes in your Presentation


How to Create Urgency in your presentation

Why you Need to Create Urgency in your Presentation Longer sales cycles and busier prospects dealing with multiple and often conflicting priorities make the need to create urgency during your presentation, dare I say, “urgent?”  I am not of course referring to the manufactured “This is the last one we have left!” type of urgency.  I am talking about authentic urgency:  the desire to solve a problem that a customer has perhaps dismissed or put off because other issues are competing for his or her attention. Too many salespeople miss opportunities to create urgency within their presentation by glossing over or discounting challenges. Here’s an example from an actual presentation: Version 1:  Low Urgency  “As you mentioned, expanding your business into multiple states and navigating the many requirements associated with managing the Compliance, Tax and Employee Administration requirements within the various states where you’re doing business can be very difficult.  Read More

A Sales Lesson from The Wolf of Wall Street: “Sell me this Pen!”


A Sales Lesson from The Wolf of Wall Street: "Sell me this Pen!"

Academy Award winner Leonardo Di Caprio stars in Scorsese’s excess-packed The Wolf of Wall Street  – joining a long line of films (Wall Street, Boiler Room, Glengarry Glen Ross) that cast the sales profession in it’s most negative light. While millions of honest people make their living in sales, they rarely make movies about them (with the happy exception of The Pursuit of Happyness.) While I can’t get back the three hours I spent sitting through this morally bankrupt film, I can pass on the one kernel of sales wisdom that almost made it worth the price of admission: Sell me this pen from The Wolf of Wall Street Let me set the scene: Leonardo DiCaprio plays convicted stockbroker, Jordan Belfort and early in his career he is trying to turn a group of inexperienced, undisciplined misfits into junk bond salesmen.  In order to show them how sales works, DiCaprio pulls out a pen Read More

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