You’ve worked hard to offer the best product you can. You’ve spent money to spread the word about it. And you’ve met with a prospective customer three times and they’ve finally decided to buy. Now you have a phone message that they’re having second thoughts. It’s called “buyer’s remorse” and it can be frustrating for business owners. Here are some ways to address this problem and save the sale.
It’s not uncommon for customers to question a buying decision they’ve made, particularly when it’s a high-dollar or discretionary purchase. The key is to anticipate the reluctance and plan to address it before it occurs.
Here are some ideas to consider:
Combat buyer reluctance by addressing it before it happens. Concentrate on how the purchase solves their problem and confirm it before and after the sale.