4 ways to create real urgency with B2B buyers without being pushy or manipulative. Stop deals from stalling and take back control of your sales cycle. Sales skill set #11 of the Modern Sales Performer Course Collection.
Get this course through Outliers for $59/month →
QUICK ANSWER
Are you stuck waiting for clients to decide on your proposal? Did they disappear after saying 'I need this right now'? Stalled deals are one of the biggest commission killers in B2B sales — and most reps have no idea how to unstick them without giving something away.
This course teaches you 4 concrete ways to create urgency with B2B buyers, the 10 situations that cause deals to stall, and how to use a Fortune 500 urgency template to re-engage frozen prospects. Sales skill set #11 of the Modern Sales Performer collection.
WHO IT'S FOR
COURSE CURRICULUM
12 lessons. Each section builds on the last — a complete system, not a random collection of tips.
THE FULL COLLECTION
This module is Module 13. The full Modern Sales Performer collection covers the entire B2B sales cycle — each module with its own completion certificate.
YOUR INSTRUCTOR
Derek Shebby
FOUNDER · MODERN SALES TRAINING
Best-selling course creator and sales consultant Derek Shebby spent 17 years as a top sales executive and sales director with Xerox Corporation. He was a 13-time Sales President's Club Award winner, coached hundreds of salespeople and sales leaders to excellence, and helped grow his local division from $40 million to over $100 million in annual revenue. After founding Modern Sales Training in 2017, Derek has trained 30,000+ salespeople worldwide. He currently coaches 150+ sales reps live every week and hosts the In Between Sales Calls podcast on Apple Podcasts.
REAL RESULTS
"I crushed my sales quota, won rookie of the year, and have been promoted 3 times."
"Pure gold. It helped double our sales in just three months."
"After this course I was 100% sure what I am doing and why — it changed my approach completely."
"Reps with 15+ years of experience said it got them back to basics in the best way."
Outliers · The complete path
Join Outliers and this training is included. You also get the full Modern Sales Performer collection, monthly live Outliers meetings, a serious sales community, and practical resources you can keep using in the field.
Want the advanced training too? Outliers Elite ($129/month or $1,290/year) adds the Fearless Prospector Masterclass, Virtual Selling Machine, new Elite content, and one 30-minute one-on-one coaching session with Derek each quarter.
PRICING
Choose lifetime access to the collection—or start today through Outliers.
Modern Sales Performer Collection
14 Modules · 18+ Hours · Lifetime Access
Or access it today
$59/month
Get this module plus the complete 14-course Modern Sales Performer collection through Outliers.
FAQ
What are the 4 urgency techniques?
The 4 techniques are taught inside the course. They're based on Derek's work with Fortune 500 clients and are designed to create real urgency — urgency grounded in the buyer's situation, not fake deadlines or pressure tactics.
Can I buy this module individually?
Individual modules are not sold separately. Get this course and the complete 14-course Modern Sales Performer collection through Outliers for $59 per month, or choose the Modern Sales Performer lifetime-access option. Outliers Elite ($129 per month) includes the same collection plus the Fearless Prospector Masterclass, Virtual Selling Machine, and quarterly one-on-one coaching with Derek.
Is the Fortune 500 urgency template a real template I can download?
Yes — it's an actual template included in the course that you can adapt for your industry and use immediately on stalled deals.
How is this different from objection handling (Module 12)?
Module 12 deals with active objections the buyer raises. Module 13 deals with passive stalling — when the buyer goes quiet or keeps postponing. Different problem, different solution. Both are in the collection.
Can my company reimburse me?
Many companies cover sales training as a professional development expense. Treas. Reg. §1.162-5 also lets individuals deduct training that maintains or improves professional skills. Ask your accountant.
The Modern Sales Performer collection: 14 modules, 18+ hours, 140+ lectures. The complete B2B sales playbook used by 30,000+ reps.
Learn More — Modern Sales Performer → Not ready? Try 12 lessons free →
