Insights To Avoiding Buyers Remorse

Buyer's remorse is the emotional state where a buyer feels remorse, regret and doubt after they've bought something. Though it's not necessarily the case, it's usually associated with higher value items such as property, computers etc.

In most cases it is a sign of the buyers inability to make a good decision before buying or that the buyer postpones a necessary 'part' of the decision making process (doubt, weighing things up, due diligence etc) till after the sale. They then undertake this 'part' or process of the decision after the sale and this leads to what is commonly known as 'buyer's remorse'.

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!

So salespeople shouldn't just proceed with their pitch or proceed with the sale if they can see or sense that there is even a minute sense of discomfort, doubt or any other negative feeling in the customer because that will inevitably lead to buyer's 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.

'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.

I hope that this article has shown you that you needn't suffer the customer's wrath and they needn't regret buying your product/service.

Article Source: http://mylilpeanut.com

To learn more, go to Selling Matters. They are a leading sales training business in the uk and they also provide sales coaching.

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