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Insights To Avoiding Buyers Remorse |
By:
Adam Mussa |
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Insights To Avoiding Buyers Remorse
by Adam Mussa
It's usually the case that a customer feels buyers remorse with higher priced items such as sofas, houses etc. though they can also feel it with cheaper items. Buyers remorse is an emotional state and it happens after the sale.
Buyers remorse happens after the sale and if we thing about it, 'buyers remorse' is when the buyer feels remorse but it's after the sale and what's another name for feeling remorse after something has happened? We call it regret. So if you call it buyer's regret you begin to form an insight into what's happening: the buyer didn't make a good decision and now he/she is blaming you for them not doing that!
If buyers remorse occurs before the sale we call it an objection. So the point here is that it's better to have an objection than it is to have buyers remorse and that we need to help the customer make the right decisions and the customer needs to be certain and aware of the fact that he/she is making a good decision.
Many salespeople run away from objections or try to confuse the customer into forgetting about the objection that they have and of course when (it's only a matter of time) the objections resurface and it usually resurfaces after the sale has been made it becomes buyers remorse.
Whatever you do, don't hammer through a sale and close it when you can see the customer is feeling any sort of doubt or that they're not comfortable in any way! All that will happen is that they'll get buyers remorse.
There are of course different techniques to overcome objections or to resolve them and the author's favourite techniques reside in 'Sleight of Mouth' which is named after the more widely known 'Sleight of Hand'.
You all know that 'Sleight of Hand' is to do with 'now you see it, now you don't' and 'Sleight of Mouth' is the same except that it isn't used to con or trick the buyer but rather to elegantly focus his/her mind on what matters while resolving what doesn't. The sleight in it is that it's usually subtle, but you'll be glad to know it's very powerful.
So as you can see buyers remorse is avoidable.
To learn about other topics such as building trust and to learn more about objection handling go to sellingmatters.co.uk. They also offer a guarantee on their sales training and i'm not aware of any other sales training company that does that. This article is available as a unique content article with free reprint rights.
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Article Source: http://www.statssheet.com/articles/article54654.html |
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