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 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'.

Foolish or amateurish sales people try to confuse the customer out of his/her objection or make them forget about it or even worse they just lie! Of course they don't realise that when it resurfaces they have to deal with it then. Managers face a problem when the person who sells gets paid commission for selling but doesn't have to deal with the mess that they created!

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.

The authors favourite set of techniques to elegantly deal with objections of any sort are called 'Sleight of Mouth' which resembles the better known 'Sleight of Hand' which is used in card tricks.

'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.

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

Article Source: http://www.therealarticles.com

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