How can sales professionals effectively balance rapport and empathy to foster trust without rushing into it? What indicators should sales professionals look for to determine the right moment to introduce urgency?

In today's episode, I talk about urgency. I also talk about the foundational elements that lead up to creating genuine urgency – rapport, empathy, trust, and hope.

While trust is built through understanding and positioning yourself as a guide rather than a hero, hope allows the customer to envision a better future with your solution.

Learn about the negative stereotypes around urgency, and how it's often misapplied with pushy or desperate tactics. Tune in to capture Jason's insights on how to blend urgency seamlessly into your sales strategy without feeling "gross" or off-putting!

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