Creating and Sustaining Authentic Buying Urgency

PROGRAM DESCRIPTION

Join Sales Assembly and Nate Nasralla for Creating and Sustaining Authentic Buying Urgency, part of the Deal Management certification.

This program focuses on replacing artificial deadlines with urgency that executives respect. Participants learn to uncover compelling events, calculate cost-of-delay scenarios, and craft magnetic messaging that reframes long-standing pains. The emphasis is on building urgency that feels natural and motivates buyers to act.

WHAT YOU’LL WALK AWAY WITH

• The urgency formula: dissatisfaction, vision and a clear path, divided by priority, where any zero kills the deal.
• A problem statement in their words: put estimated numbers in brackets so the buyer corrects you with real data.
• Tie to a top priority: use the exact words leadership already uses for their number one initiative.
• Follow-ups that pull, not push: “you’re ahead of schedule, 3 items left” beats “just checking in.”
• A sound bite your champion can repeat: because of the change, now is the time to act, so they get the upside and avoid the downside.
• A learner takeaway guide with two exercises for that week and ready-to-use AI prompts.

FROM A PREVIOUS SESSION

102 attended ◦ 4.75/5 average rating

“Love the formula, the movie soundbite analogies and the problem statement framework!” Director of Sales

Watch a clip from the last session

ADDITIONAL INFO TO KNOW

This program was built in collaboration with one of our Executives-in-Residence. To earn the certification, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help, email support@salesassembly.com), and all registrants comply with our Terms and Conditions.