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Secrets That Ensure Less 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.

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.

Many salespeople run away from objections or try to confuse the customer into forgetting about the objection that they have and of course when (it's only a matter of time) the objections resurface and it usually resurfaces after the sale has been made it becomes buyers remorse.

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.

There are of course different techniques to overcome objections or to resolve them and the author's favourite techniques reside in 'Sleight of Mouth' which is named after the more widely known 'Sleight of Hand'.

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.dummiesguideto.com

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

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