Insights To Avoiding Buyers Remorse

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 the emotional state that we call buyer's remorse happens before the sale, then it's obviously not buyers remorse but an objection so the point here is: it's a time dependent thing.

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.

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.

Different techniques are used to overcome objections and focus the customer on what's important to them. The author's favourite are 'Sleight of Mouth'.

'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 as you can see buyers remorse is avoidable.

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For more information go to www.SellingMatters.co.uk which is a business in the uk that specialises in sales training, influence and communication excellence.

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