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How can you create urgency in your sales pitch using product knowledge?

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Urgency is a powerful motivator in sales. It can make your prospects act faster, overcome objections, and commit to a decision. But how can you create urgency in your sales pitch without sounding pushy, desperate, or manipulative? The answer is product knowledge. By using your product knowledge, you can show your prospects how your solution can solve their problems, add value to their situation, and differentiate from the competition. In this article, you will learn how to use product knowledge to create urgency in your sales pitch in four simple steps.

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Arafat Mir

Global Sales Development Leader | Scaling High Performance Teams | Sales Strategy | Sales Process Automation | Sales…

1 Identify your prospect's pain points

The first step to create urgency is to understand what your prospect's pain points are. Pain points are the problems, challenges, or frustrations that your prospect is facing and that your product can solve. By asking open-ended questions, listening actively, and empathizing with your prospect, you can uncover their pain points and show that you care about their situation. Then, you can use your product knowledge to explain how your product can address their pain points and what benefits they can expect from using it.

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Arafat Mir

Global Sales Development Leader | Scaling High Performance Teams | Sales Strategy | Sales Process Automation | Sales Pipeline Acceleration
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A sales pitch is less about talking about more about asking the right question and actively listening - this will help you create a value hypothesis much more effectively. While pre-call research plays a huge role, asking diagnostic questions to get the prospect to discuss their pain points and challenges is what will make them realize the shortcomings of their current situation. If you have all of their pain points, tie those back to how your product addresses them and how they will see more value in their workflow / life if they use your product.

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Rai Bhooal

Business Strategist | Big Picture Thinking
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We can identify prospect pain points by : 1.Customer surveys and feedback 2.Social listening 3.Sales team insights 4.Customer support data: Analyze inquiries and issues reported. 5.Competitor analysis: Review competitor customer feedback for unmet needs. 6.Keep up with trends and challenges in your field. 7.Engage on social media: Direct engagement can reveal user frustrations.

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2 Highlight your product's unique value proposition

The second step to create urgency is to highlight your product's unique value proposition. Your unique value proposition is what makes your product different and better than the alternatives in the market. It is the reason why your prospect should choose your product over the others. By using your product knowledge, you can showcase your product's features, advantages, and benefits that are relevant to your prospect's pain points and goals. You can also use stories, testimonials, or case studies to demonstrate how your product has helped other customers achieve similar outcomes.

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3 Anticipate and overcome objections

The third step to create urgency is to anticipate and overcome objections. Objections are the questions, doubts, or concerns that your prospect may have about your product or your offer. They are also opportunities to provide more information, clarify misunderstandings, and address hesitations. By using your product knowledge, you can prepare for common objections and have effective responses ready. You can also use trial closes, assumptive closes, or alternative closes to test your prospect's readiness and move them closer to a decision.

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4 Create a sense of scarcity or exclusivity

The fourth step to create urgency is to create a sense of scarcity or exclusivity. Scarcity and exclusivity are psychological triggers that make your prospect feel that they might miss out on a valuable opportunity if they don't act fast. By using your product knowledge, you can create a sense of scarcity or exclusivity by mentioning limited availability, limited time offers, special discounts, bonuses, or incentives that are only valid for a certain period or for a certain number of customers. You can also use social proof, such as referrals, ratings, reviews, or endorsements, to show that your product is in high demand and has a positive reputation.

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Santosh Venkat

Connecting sales and human behaviour | Certified Persuasion Expert
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Scarcity can be used in the following ways :- Mention that the deal/offer is available for a limited time period. Provide exclusive information about the deal which is not known to anyone else. Can also include the number of prospective customers you are in discussion with who are willing to buy your particular product/service.

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5 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How can you create urgency in your sales pitch using product knowledge?

1

2

3

4

5

1 Identify your prospect's pain points

2 Highlight your product's unique value proposition

3 Anticipate and overcome objections

4 Create a sense of scarcity or exclusivity

5 Here’s what else to consider

Sales

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How can you create urgency in your sales pitch using product knowledge?

1

2

3

4

5

1 Identify your prospect's pain points

2 Highlight your product's unique value proposition

3 Anticipate and overcome objections

4 Create a sense of scarcity or exclusivity

5 Here’s what else to consider

Sales

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