Ok, your customer is now experiencing
BUYERS REMORSE. (DAMMIT!!!)
You were depending on that commission,
so what do you do now?
I want to spend more time on this post on preventing
BUYERS REMORSE in the first place.
I personally believe that most BUYERS REMORSE can be prevented, if you take steps in your presentation, prior to parting company with your customer.
Remember, BUYERS REMORSE, is only a sign of fear.
That's it, nothing else.
The customer has had a day or two to mull over what transpired during your presentation, and is now trying to figure out if the money that they are spending on your product is actually worth it. The customer may also be a bit skeptical that you or your company are going to fulfill what you told them you would do.
In most cases however, it comes down to the money.
"I'm not sure that the money you asked me to pay for the product, is actually worth what I am paying for it."
If you can't get it through your head, that
BUYERS REMORSE occurs because you didn't BUTTON UP
your sale prior to leaving, you are foolish.
There are many ways to identify if your customer
is experiencing signs of BUYERS REMORSE,
even before you leave your sales presentation.
SO PAY ATTENTION.
If your customer still has many questions after the presentation has concluded, SLOW DOWN AND ANSWER THEM.
If you do not, I can guarantee,
you will have cancellations.
When this occurs, please pull out a blank sheet of paper and start to write down each and every concern that your customer may have.
I keep preaching this over and over,
THE CUSTOMER IS THE ONE
THAT PAYS YOUR COMMISSION,
not the company you work for.
You are in an interview, this customer must be convinced,
IN THEIR HEAD, THEIR HEART AND THEIR POCKETBOOK,
that you are the right person and company to do business with.
Let me give you here shortly, a few GEMS,
I have learned throughout the years.
Use these regularly, and they will start to end your issues of BUYERS REMORSE.
1. ASK FOR REFERRALS...
The reason this is first, is that it is the easiest way to stop BUYERS REMORSE.
If a person just recommended you to their friend or a family member, they will be very hesitant to cancel their order with you. They felt comfortable enough to refer you, and they would be very embarrassed to tell that friend or family member, that they just changed their mind to do business with you.
THIS IS SO INCREDIBLY POWERFUL, USE IT!!!
2. OFFER OTHER PRODUCTS YOU HAVE FOR SALE...
This also, is incredibly powerful. The customer, actually could be more interested in another product your company carries, than the product you just sold them.
You also may arouse something that the spouse may want to purchase. I have used this for many years.
It shows the customer, that you as the salesperson, are proud of what you and your company have to offer.
It exudes confidence in your company to the customer.
This helps to solidify in the customers mind, that they have made the right choice doing business with you and your company.
3. TELL THE CUSTOMER IF THEY ARE NOT SURE, YOU WILL TEAR UP THE CONTRACT RIGHT NOW...
You need to be strong enough to say this, so be careful.
The way to deliver this is simple.
"Mr. and Mrs. Customer, if you have any hesitation whatsoever,
I will tear up this contract. I want make sure that this is exactly what you want to do, so if you have any reservations, let me know. I want you to be sure, that my company and I are the right choice for you, fair enough!"
You need to say it this way, for once that has been thrown out, it is extremely hard for a customer to pull a 180 on you, and head the other direction.
If you make sure to BUTTON UP your sale prior to leaving your customers, BUYERS REMORSE can be something that you rarely deal with.
Pay attention, and do your job as a
PROFESSIONAL SALESPERSON.
Once again, it is the customer who writes your check,
SO EARN IT
Da Bear