Buyer's Remorse

Quote:

Originally Posted by Thomas

Last month and now today I've had to deal with a client who seemed spooked after they signed the contract. What's the best way to deal with Buyer's Remorse?

Buyers often turn to others for approval on their decision such as their friends and families. When the buyer hears that he or she could have done better, remorse sets in. The best way to prevent this type of remorse is to ask the buyer who is the purchase for?

Thomas,

It's hard for me to know, but could she have closed before she was ready? Sometimes, you can get to closing without all the steps being covered.
Maybe before you get to the paperwork, just ask if there's any other questions you can answer before you start the paperwork. That may bring out the one last nagging question.

Susan

Quote:

Originally Posted by susana

Thomas,

It's hard for me to know, but could she have closed before she was ready? Sometimes, you can get to closing without all the steps being covered.

Maybe before you get to the paperwork, just ask if there's any other questions you can answer before you start the paperwork. That may bring out the one last nagging question.
Susan

That is an excellent suggestion, Susan.

Our sales process gives prospects every opportunity to say "No." That encourages most of them to be highly cooperative, and open to expressing their doubts and fears. It also encourages them to express why the benefits of your product or service outwheigh the detriments.

If you do as Susan suggested, the paperwork becomes a merely a confirmation of your mutual agreements. That reinforces their decision to buy.

Quote:

Originally Posted by JacquesWerth

It is very, very difficult for people to kill their own creations. Thus, buyer’s remorse is very rarely seen.

I agree - I think that its about developing sales techniques that invite the prospect to share 'authorship' of the deal at the earliest - and at every possible - stage.

03:22 PM

Quote:

Originally Posted by Skip Anderson

1. Validate the prospect by feeding back whatever her objection was: "I completely understand that you want to think about it - I felt the same way when I bought my home."

2. "Just so I can know that I'm understanding your situation, please tell me the two or three things that you want to think about." Then be quiet and wait for an answer.

1. Thomas may or may not have felt the same way if and when he bought his own home, but there is no evidence here that he had. The above is a variation of FEEL FELT FOUND, and more and more consumers are wise to it.

Why not just "Tell me what's on your mind." Not only does it exhibit trust and respect for the prospect's ability to think for herself, but it can draw openness and better results.

2.If you're really seeking to "understand the situation" then you would really not know that there are "two or three things" that the customer wants to think about.

Great salespeople, who facilitate such large purchases, treat their prospects like members of their own family. And they can simply say "Tell me what's on your mind".

Quote:

Originally Posted by Sam Deeks

I agree - I think that its about developing sales techniques that invite the prospect to share 'authorship' of the deal at the earliest - and at every possible - stage.

And I agree with YOU, Sam...although IMO I would substitute "engaging in relationships" for "developing sales techniques".

Quote:

Originally Posted by susana

Thomas,

It's hard for me to know, but could she have closed before she was ready? Sometimes, you can get to closing without all the steps being covered.
Maybe before you get to the paperwork, just ask if there's any other questions you can answer before you start the paperwork. That may bring out the one last nagging question.

Susan

I like that idea.

Quote:

Originally Posted by JacquesWerth

That is an excellent suggestion, Susan.

Our sales process gives prospects every opportunity to say "No." That encourages most of them to be highly cooperative, and open to expressing their doubts and fears. It also encourages them to express why the benefits of your product or service outwheigh the detriments.

If you do as Susan suggested, the paperwork becomes a merely a confirmation of your mutual agreements. That reinforces their decision to buy.

It makes so much sense to encourage openness.

Quote:

Originally Posted by Wonderboy

Buyers often turn to others for approval on their decision such as their friends and families. When the buyer hears that he or she could have done better, remorse sets in. The best way to prevent this type of remorse is to ask the buyer who is the purchase for?

Good point. Authentic remorse, rather than just reservation, is often about someone else in the background.

Nicely put, WB.

Quote:

Originally Posted by Joe Closer

And I agree with YOU, Sam...although IMO I would substitute "engaging in relationships" for "developing sales techniques".

JC, isn't "engaging in relationship" a "sales technique"?

	#12
susana	Thomas, It's hard for me to know, but could she have closed before she was ready? Sometimes, you can get to closing without all the steps being covered. Maybe before you get to the paperwork, just ask if there's any other questions you can answer before you start the paperwork. That may bring out the one last nagging question. Susan __________________ *Join my new blog: www.sellingtotheaffluent.net* *www.susanadamshome.com*

Buyer's Remorse

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