Quick Definition: A sales tactic to add a feeling of urgency is order to assist the buyer to make a decision that usually benefits him, however the value or benefit wasn’t clear before the sense of urgency is anchored into his mind.
A common sales tactic that was developed in the 80s, this method works in tangent with the human mind’s psychology to put things off that they deem as “not urgent”. As such, to close sales deals, the person has to be able to relay a sense of urgency to the buyer. This is different than putting pressure on the person. Rather, it is a way for the other person to realize how this decision affects them, or to have a legitimate excuse that they can latch onto and relate to in order to make a buying decision.