Need help with creating urgency in sales
Please give me 2 minutes and read this. I genuinely need advice from people experienced in B2B/service sales. I’ve been into IT sales for around 1.5 years now. I mainly sell websites and CRM solutions through cold calling.
Honestly, I think I’m pretty good at the initial approach. People usually remember me, remember the conversation, and engage properly because I don’t just pitch “a website.” I try to talk about business growth, leads, branding, automation, and how it can actually help them grow.
My process is:
Cold call → share portfolio/proposal → schedule meeting → close on the meeting.
The problem is, after I share the proposal and portfolio, most prospects suddenly slow down.
They say things like:
“Loved your work.”
“Your pricing is good.”
“We definitely need a website.”
“This can help our business.”
But then they hit me with:
“Not the right time.”
“Too busy with operations.”
“Let’s do this after 3-6 months.”
“We won’t be able to handle more clients right now.”
“Let me think about it.”
And this is what confuses me.
They’re not saying the service is bad.
They’re not saying the pricing is high.
They’re not even doubting whether it’ll help them.
But they still don’t move forward.
I feel like I’m able to create interest, but not urgency.
Would really appreciate advice from people experienced in B2B/service sales:
- How do you make prospects take action now instead of “later”?
- How do you create urgency without sounding pushy?
- And how do you stop prospects from going into “I need to think about it” mode when they already agree the service is useful?
Would genuinely appreciate some guidance here.