Have you ever had a buyer call and cancel the order before you got back to the office? They seemed happy. They agreed to everything and signed the paperwork. What happened? The fact is you will never know what triggered their “Buyer’s Remorse”.
The key is to build some type of “Buyer’s Remorse” outlet into your sales presentation. After you have completed the sale, and before you rush out, add one more step to your sales process.
Confront your prospect with the possibility of “Buyer’s Remorse”. “You know Mr. Prospect, some people like yourself are too kind to tell me that our (product/service) isn’t right for them. So they sign the agreement and then after I leave, they call the office and cancel the order, so they don’t have to tell me no in person. Mr. Prospect, is there any reason why you would call and cancel the order after I leave today?”
You have forced the prospect to have “Buyer’s Remorse”, in a controlled environment. An environment, you can control. If they have “Buyer’s Remorse” after you leave, there’s not much you can do. You have relieved any pressure they might have, and also given them the opportunity to verbalize any “Buyer’s Remorse” they might have. But…because you are still with them, you now have the opportunity to deal with any issues they might have and to save the sale.
If they say, “No, there’s no reason I would call to cancel”, before they pick up the phone to cancel, they will at least have to face the moral issue of going back on their word to you. Will it work every time? Of course not. But instead of running out, with the agreement and your fingers crossed, you at least took some proactive measures to prevent “Buyer’s Remorse” and a cancelled sale.
Dale Richardson
Certified Guerrilla Marketing Coach
DRCOP MARKETING
www.drcop.com
The key is to build some type of “Buyer’s Remorse” outlet into your sales presentation. After you have completed the sale, and before you rush out, add one more step to your sales process.
Confront your prospect with the possibility of “Buyer’s Remorse”. “You know Mr. Prospect, some people like yourself are too kind to tell me that our (product/service) isn’t right for them. So they sign the agreement and then after I leave, they call the office and cancel the order, so they don’t have to tell me no in person. Mr. Prospect, is there any reason why you would call and cancel the order after I leave today?”
You have forced the prospect to have “Buyer’s Remorse”, in a controlled environment. An environment, you can control. If they have “Buyer’s Remorse” after you leave, there’s not much you can do. You have relieved any pressure they might have, and also given them the opportunity to verbalize any “Buyer’s Remorse” they might have. But…because you are still with them, you now have the opportunity to deal with any issues they might have and to save the sale.
If they say, “No, there’s no reason I would call to cancel”, before they pick up the phone to cancel, they will at least have to face the moral issue of going back on their word to you. Will it work every time? Of course not. But instead of running out, with the agreement and your fingers crossed, you at least took some proactive measures to prevent “Buyer’s Remorse” and a cancelled sale.
Dale Richardson
Certified Guerrilla Marketing Coach
DRCOP MARKETING
www.drcop.com
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