Nobody likes a pushy sales person. A sale should be seen as facilitating a customer in meeting their needs.

However, sometimes we can all get sidetracked and delay purchasing decisions. Creating a sense of urgency helps the customer to focus on the purchase decision and clarifies if they really wish to purchase the product.

You can do this by letting customers know that they are limited by time and inventory, so they are motivated to take action.

One of the strongest testimonials to the power of raising the sense of urgency was a study conducted by the University of Alberta. Researchers discovered that consumers were often compelled to buy the next available item when the leading item is sold out.

Shoppers often do this based on the fear that if the one item sold out, the next is most likely soon to follow.