| As Jake's prospects were leaving Eric the sales | | | | Eric said with a smile, "In sales training terms I call |
| manager over heard Jake say to them, "Don't | | | | it negotiation skills training 101. You just did one |
| forget the big sale is over this Saturday." The | | | | dose of a sense of urgency close and they |
| prospects were all smiles as they left without the | | | | needed a second dose to close them today. Here |
| new car. | | | | is the how you deliver the second dose. |
| As Jake slowly walked back to his desk he looked | | | | "Mr. & Mrs. Jones you are smart to shop for |
| a little down. Eric approached Jake and asked him | | | | a car today at the start of our big sale. Not only |
| what happened with that deal. | | | | will you be saving over $1,500.00 you are also |
| Jake said in a frustrated tone, "I don't know I | | | | getting the pick of our best inventory. Today we |
| thought I did everything right. They seemed to | | | | have all the hot models and colors in stock to |
| really like the car and all was going well until they | | | | choose from. They are the ones that sell the |
| said they would be back and left. I even created | | | | fastest and sell first. The people who wait and |
| a sense of urgency by telling the sales ends on | | | | shop in a day or two may still save $1,500.00 but |
| Saturday." | | | | they won't have near the great selection to |
| Eric asked, "What day is it today?" | | | | choose from like you do right now. Not all |
| "Tuesday," Jake responded. | | | | customers are nearly as smart of shoppers." |
| Eric then asked, "If you were that customer what | | | | "I get it," Jake said, "the second dose of a sense |
| would you be thinking with that bit of | | | | of urgency turns them into today buyers instead |
| information?" | | | | of maybe I'll be back lookers." |
| "I guess I would be think I have until Saturday to | | | | Your negotiation skills training |
| decide," Jake said shaking his head, "But what else | | | | If you get customers who want to wait and |
| could I have done?" | | | | come back before the sales ends my sales |
| "What they needed was a double sense of | | | | advice is give them a double dose of a sense of |
| urgency," Eric said. | | | | urgency and sell them today. |
| "What's that?" Jake responded with a puzzled look. | | | | |