In a recent LinkedIn post, Jon K. discusses a critical element he believes is often overlooked in sales training: the power of urgency driven by value. Jon K. argues against common advice given to sales professionals, asserting that a fundamental misunderstanding of client psychology can lead to lost deals.
Jon K. opens his post by directly addressing what he sees as flawed sales coaching:
“stop giving ba advice to sales guys. closers build urgency with value. period.”
He contends that the very premise of clients potentially returning is a sign of a lost battle before it even begins. According to Jon K., sales leaders who expect their teams to simply be ‘good and nice’ are misunderstanding the core requirements of hiring and salesmanship.
The Manager’s Role in Sales Success
Jon K. places significant responsibility on sales management, suggesting that the foundational qualities of a salesperson should be identified during the hiring process. He states:
“You shouldn’t have to tell your sales staff that they need to be good and nice. that should be something that you did when you hired them. you failed as a manager. you failed.”
In Jon K.’s view, once the right individuals are selected, the focus should shift from character development to process and, crucially, the consistent creation of urgency. He believes that managers who fail to hire competent and ethically sound individuals are fundamentally undermining their team’s potential.
The Primacy of Urgency
A central theme in Jon K.’s post is his frustration with discussions that sideline the importance of urgency. He passionately advocates for this principle above all others.
Value-Driven Urgency
Jon K. emphasizes that urgency is not about high-pressure tactics but about demonstrating the tangible value a product or service offers, compelling clients to act. As he puts it:
“I’m so tired of everybody talking about anything other than urgency.”
He asserts that effective closers understand how to weave this sense of pressing need, rooted in the benefits delivered, into every interaction. This, in Jon K.’s opinion, is the distinguishing factor between a mediocre sales approach and one that consistently closes deals.
Jon K. concludes by reiterating that while process and good hiring are essential, the relentless focus on building and communicating urgency is the linchpin of successful salesmanship. His post serves as a strong reminder to sales leaders about the core drivers of closing deals.
📝 About This Content
This article is based on insights shared by Jon K. on LinkedIn.
📅 Originally posted on February 9, 2026 | View original post on LinkedIn →