Playbook / Lessons / Repeatable sales
StartupsCreate urgency in every sale
Tunguz says the most potent weapon in sales is understanding how a buyer sees time. For SaaS startups he says the sales team has to keep creating urgency in the sales process, and he ties scarcity to repeatable sales.
“To succeed, SaaS startups’ sales teams must consistently create urgency in the sales process.”— Tomasz Tunguz, The Number One Objection in the Sales Funnel, Aug 2015
Do this
Add a real limit, such as a start date or a number of open slots, to your next three offers and note who replies.