From the course: Creating Powerful Sales Proposals

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Using urgency and scarcity to excel

Using urgency and scarcity to excel

From the course: Creating Powerful Sales Proposals

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Using urgency and scarcity to excel

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- The second component of added value is urgency and scarcity. Now, this is included in this section because what I found is that without a deadline, nothing gets done. A lot of times it takes putting a deadline out there to really get folks to move. People naturally want to sit back and think about it. Oftentimes when they do this, they get distracted and they end up forgetting about you. If you allow people to do this, you will be making a lot fewer sales, and without sales, you wouldn't have that nice cell phone of yours. Without a sale, you wouldn't have that car. These are all things that are incredibly valuable to you, so be sure to leverage deadlines, scarcity, and urgency to really have your prospects come to a decision. Let me give you an example of a natural deadline. Oftentimes, when you go to the mall and you see there's a sale running, it's generally over the weekend, Saturday and Sunday. Well, you can't…

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