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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.

So it's a decision making phenomenon and as sales people or customer service personnel, we have to help the customer make a good decision or at least realise that he/she is making a good decision. Bear in mind that if 'buyers remorse' where to happen before the sales we would call it an 'objection'.

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.

Whatever you do, don't hammer through a sale and close it when you can see the customer is feeling any sort of doubt or that they're not comfortable in any way! All that will happen is that they'll get buyers 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'.

You all know that 'Sleight of Hand' is to do with 'now you see it, now you don't' and 'Sleight of Mouth' is the same except that it isn't used to con or trick the buyer but rather to elegantly focus his/her mind on what matters while resolving what doesn't. The sleight in it is that it's usually subtle, but you'll be glad to know it's very powerful.

I hope that this article has shown you that you needn't suffer the customer's wrath and they needn't regret buying your product/service.

Article Source: http://ezine-articles-planet.com

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

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