Tag Archives: Raise the Stakes

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

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Performance Sales and Training: Persuasive Presentation Skills to meet the challenges of today’s B2B Sales Environment