How to Avoid Buyer’s Remorse
Buyer's remorse is a feeling of regret a buyer has after making a purchasing decision.
It can occur after you buy a pair of shoes, a piece of industrial equipment, or consulting services. It's a big let-down for any salesperson to win a sale only to get a call saying, "I gave it some thought, and I've changed my mind." Salespeople have to use caution.
In your role as a professional salesperson, you've got to combat buyer's remorse from the very beginning. Here are three things you can do:
1. Learn exactly what your prospect is looking for.
2. Deliver that to them, in the way they'd like to receive it.
3. Congratulate your new customer on their decision. Tell them it was the right one.
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Don't forget to download our highly popular (free) whitepaper called "The 21 Biggest Myths in Sales."
You may be surprised to learn that what you thought you knew about selling is not only untrue, but totally counterproductive! Read this special report for the truth!
The Nine Most Significant Changes to Sales Since 2005
Recently, I was thinking about how much "things" have changed in the last few years. It occurred to me that just the last half decade has brought a lot of it. The time since 2005 has had some surprising impacts on sales…
1. New ways to maintain, manage, and multiply relationships.
Today, we’re able to remain in close contact with people we would have lost touch with in the 1990s. Sometimes, that can be a bad thing. In fact, according to one study, as many as 20% of British divorces cite online social networks as a cause. This connectedness has serious implications for your sales team.
2. Social networks (online and off) as a critical source of info.
Not only are we able to maintain, manage, and multiply our relationships, but we can also now use them to get (and share) more information. People put much more value on the information they get from their friends whom they perceive as unbiased (or at least with their best interests in mind). This is true of our “online” networks, too. Think about the number of people a recent college graduate can contact because of her Facebook account! The average person has 130 friends on Facebook. Social media means people don’t lose touch with each other the way they did in the past.
It Pays to Hire a Professional
In my work as a professional facilitator here at The Brooks Group, I teach salespeople that the purpose of a professional salesperson is not to make individual sales, but rather to build long-term relationships that will result in repeat business and delighted customers who will cheerfully refer you to people just like themselves who could use your services or products. Recently, I had an experience with a saleswoman who lives and breathes that philosophy.
My wife (Jean) and I just returned from a trip to Hawaii to celebrate our 25th wedding anniversary. It was a spectacular trip, made possible with the assistance of a remarkable travel agent named Kay Ryan, from Maui Vacation Consultants. “Maui Kay,” as she is affectionately known by her clients, is an Air Force veteran who has lived on the island of Maui for more than 20 years.
Like many other people traveling today, I checked the Internet ahead of time, looking on my own for ‘great deals’ and information about the types of activities we might enjoy. We had been to Maui on our honeymoon in 1985, loved it, and wanted to go back. Back then – before the Internet – we employed the services of a travel agency and never regretted it. Consequently, we decided to seek the services of another travel professional, and we came across Kay Ryan’s website.
Kay understands her products and services inside and out and can explain them to her customers in simple, meaningful terms – a great lesson for any sales professional.
An Entirely Virtual Sales Training Conference
Retention of Top Sales Talent
Here at The Brooks Group, we've been engaged in "Sales Training 2.0" for awhile.
However, I'm particularly looking forward to joining a team of sales experts to offer a virtual sales training program to members of ASTD and others in the sales and learning professions from July 21 - 28, 2010.
For nearly a decade-and-a-half, I've been training salespeople and their managers. And now, I'll be joining a group of impressive experts to contribute specific, tested and proven retention strategies.
I will present a session entitled, Retaining Top Talent. In the session I'll be describing specific strategies sales managers can employ to retain top sales talent.
Let me know if you're interested in hearing more about this great conference!
Participating with a group to provide valuable education has been a passion of mine for a long time and now, to do it entirely online with other well-respected experts, is even more exciting.
See you online!
How To Be Successful in Sales
Do these 21 Characteristics from the 1930s hold true today?
The ingredients required for success in sales haven't changed much in the last century. At least that's my thought. Here's what I mean...
We have an old poster hanging in our office. It's from the 1930's, I think. And, granted, it's a bit out of date, but I like it for the lessons it teaches. It's called "Salesmanship" and it's a picture of a boat. It has various qualities the artist deemed necessary for success in sales. Of course, the term salesman is offensive -- a point I've made before. But let's take a look at the qualities (and what I think they mean). Do you think they hold true today?
Sales Evolution is a B2B Sales Blog for curious people. We talk about things like sales training, sales management, sales assessments, sales leadership, prospecting, and sales relationship building. I’m Jeb Brooks and I’ll be your host. So, please sit back, relax, and join us!- Join the Sales Community
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TheBrooksGroup How do you lead your prospects through the sales process, while, at the same time, allowing them to control it? http://t.co/lTg2IH8x - 02/02/2012 16:45- So SalesGenie’s Super Bowl Commercial Missed The Boat…Or Did It? 30 comment(s)
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