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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. Foolish or amateurish sales people try to confuse the customer out of his/her objection or make them forget about it or even worse they just lie! Of course they don't realise that when it resurfaces they have to deal with it then. Managers face a problem when the person who sells gets paid commission for selling but doesn't have to deal with the mess that they created! 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. 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. Whereas 'Sleight of Hand' is used for deception, 'Sleight of Mouth' isn't. It's used to subtly shift the customers focus and to educate them regarding what's important and what isn't. It's particularly powerful for shifting unfounded concerns and fears. So do what it takes to educate the customer and put their hearts and minds to rest! Article Source: http://www.articlewheel.com
To learn more, visit Selling Matters. They are a leading sales training business in Europe and they also provide sales coaching.
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