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Home | Business | Sales Training

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Buyers Remorse Destroyed

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 is a form of regret that they've bought the product. People regret buying something if it didn't turn out the way they wanted it to or if there were factors that they didn't take into account. So you can see that it's a lack of decision making capability on the customers behalf.

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.

Help the customer make a good decision. If they're already making a good decision then find a way to elegantly and subtly enforce the fact that they're making a good decision. That way the factor of regret just won't show up.

If you can sense that the customer feels any sort of discomfort or isn't sure about your product or service then you NEED to sort that out. Just because they haven't made a big deal of it doesn't mean that it's not an issue. It is and even if you get away with selling to them now, they will come back to you disgruntled with buyers remorse. It's much easier to just deal with it before the sale.

The authors favourite set of techniques to elegantly deal with objections of any sort are called 'Sleight of Mouth' which resembles the better known 'Sleight of Hand' which is used in card tricks.

'Sleight of Mouth' was named after the infamous 'Sleight of Hand'. Whereas 'Sleight of Hand' has to do with deception, 'Sleight of Mouth' is quite different. It's used to educate the customer subtly without patronising them. The 'Sleight' refers to the subtly and not the deception.

So do what it takes to educate the customer and put their hearts and minds to rest!

Article Source: http://www.gcyarticles.com

For more information go to www.SellingMatters.co.uk which is a company in the uk that specialises in sales enhancement, persuasion and communication excellence.

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