From The Heart Sales Training Blog

If you're new here, you may want to subscribe to my RSS feed. Thanks for visiting!

If you’ve done all of the steps properly, you’ve made it easy
for people to say yes to your product or service. You owe it to
them to assume the sale and then “create the future”.

What I mean by “create the future” is you should paint a picture
for them, and with them, on how great it’s going to be in the
future with your product or service.

I promise if you do that you’ll eliminate the thing that most
salespeople fear which is called “buyers remorse”; that dreaded
call when the buyer calls you a day or two later and says (and
I know you’ve probably experienced it), “I’ve changed my mind.”
This will rarely happen if you put them in the future, and
create the future in their mind of what the benefits will be
using your product or service.

At this point in the sales process you want to paint a picture
of some future date after they have been using your product or
service. Explain this picture in detail using lots of
adjectives, and how the benefits of owning your product or
service will change their lives.

Make the picture very descriptive and get acknowledgments from
them that they can see and feel how it will be. It’s basically
a review of the benefits using their emotions to insure them
they are doing the right thing.

I am sure you can recall a time in your life when you have made
a purchase and then began wondering if you made the right
decision. You have thought “Should I have waited and shopped
around more? Should I have bought the blue instead of the red
one? Should I have bought a bigger one or a smaller one?”

I know, ‘buyer’s remorse’ has happened to me many times in my
life. However, as I began talking to other people about my
decision, more times than not, I would get confirmation from
others that I had made the right decision.

You see, that’s really what anyone is looking for; confirmation
from someone other than themselves that they have made the
right decision.

So, a very important part of the sales process, after the money
has changed hands, is to confirm that the prospect has made the
right decision in purchasing your product or service.

As I have stated before, a buyers makes decisions based on
emotion, and backs it up with logic. Well, ‘buyer’s remorse’ is
an emotional response to a purchase. Use positive reinforcement
to cement the sale and eliminate buyer’s remorse.

Another very powerful way to give the prospect positive
reinforcement is to create a future relationship with them.
Talk about how great it will be doing business with you in the
future, and how you are going to support them in getting the
results that they want.

Let them know you’re not just going to make the sale and forget
about them, or pass them on to another department in your
company. A phone call the day after the sale is a great way to
let them know how much you care, and will show them you mean
what you say.

Make the transition to the next step in their purchase a smooth
one for them. If there will be a delivery of a product, take
the time to be there on the delivery date. At the very least,
make a phone call to the prospect to make sure everything went
according to plan, and that they are satisfied.

When I sold homes and mortgages I went to almost all of my
closings. It was a practice very few sales people in those
professions did. However, I found it helped to make the buyers
feel more secure, and helped to build a long term relationship
with them.

By taking the time to go the extra mile with the people who
bought from me, I was rewarded with repeat business from them,
and it helped me to develop some valuable referral sources.

Continue to follow up with them periodically to make sure
everything is going well and to see if there is anything else
you can do to help them. You might have other products or
services you can give them, or you can use these periodic
contacts to let them know you’re still in the business, so when
the time comes for them to purchase again, you’ll be there.

Tags: presentations skills, sales techniques, sales training //