Remember that only the foolish and the dead never change their minds. A customer may express undying loyalty to you and your product at the time of purchase, but curse you a week later. This fickle mood swing, known as buyer's remorse, is a risk you face each time you close a sale.
Post-sell all commitments that buyers make to you by asking a couple of simple questions, for example:
Bob, before I leave, I need to ask you one more question. Once, I got things started with a guy who was just as excited about our widgets as you are, but three days later he called me to cancel his order. Can you think of any reason why you might have to call me to cancel? OR Patrick, can you tell me why you decided to buy and what, if any, second thoughts you might be having now?
The point is, if your new client is having any doubts at all, you want to get them on the table NOW and discuss them while he is still in front of you. Unless you logically talk him through buyer's remorse NOW, it may very well become a problem for him AND YOU later.
Happy Selling.
(C) Copyright Sandler Sales Institute 2006 Marcus Cauchi Managing Director S.A.L.T. (Europe) Ltd The Experts in Lead Generation, Conversion & Retention Sandler Sales Institute, 180◦ From Traditional Sales Training©
Sandler Sales Institute® - Licensed Franchisee Guerrilla Marketing® - Licensed Master Practitioners Mob +44 (0) 7876 616 983 Tel 0845 458 1237 (UK Only)
London1.Sandler.com
Sales Training London: Don't Lose the Sale Once Youve Closed The Deal - To learn more about this author, visit Marcus Cauchi's Website.
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Marcus Cauchi
(Visit Marcus's Website)
Marcus Cauchi is London's first licensed
Sandler sales trainer. 19 years in direct
sales, he's sold physical products,
services and intangibles with varied
success. Over 16 years he left behind over
£56 million in deals he could have won,
but did because he didn't know any
better. He thought you had to qualify for
needs, present the benefits of your
solution, trial close, follow up with a
proposal or further information and the
close. He learned the hard way that when
you "pitch" a prospect lies to protect
himself. When you present and answer his
questions, he'll steal your ideas. When
you close, he'll mislead you or defer to
a higher authority (boss, wife, CFO) and
then when he's got you to document in
writing (proposals) and give away your
confidential pricing, he'll shop that
around your competitors to get the best
deal. When you follow up for a decision,
he'll give you unlimited access to his
voicemail and hide. Marcus teaches
counter intuitive selling. Average clients
increase revenues by 100-1100% in a year.
He's probably not for you though as it's
difficult and expensive.
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