You’re persistent, you’re a fighter, you want people to get what they need, you’re a 21st century sales person. We are trained to do whatever it takes to close that deal and get your customer to say yes and buy into your product or service. Well, I have got some shocking news… what if you were to tell your customer when they were deciding if they should go through with the investment or not, “If you are unsure you can say no,” or “You don’t have to buy it.” Seems like the opposite of what you would think a salesperson would do, right? Exactly.
This technique will really shock your customers because they are definitely not expecting a non-pushy salesperson, and it will kind of be like a breath of fresh air when they feel like they are no longer being pressured into buying a product they are not sure they want. Now, of course, you would LOVE if the person decided that they did want to invest into your product, but this is the “Going Negative” style where you are making the atmosphere more relaxed and less rushed. The point of this style of selling, is that by giving your customer the option to potentially not invest, they may actually suddenly become more interested. Sometimes when something is possibly not an option anymore- one suddenly wants it to be an option again. This type of selling will also make the buyer more confident in their purchase if they do decide to invest.
Go over the positives of the investment with your customer as well as any issues or reasons for doubt. By looking at the pros and cons, and giving them the chance to really do what they want, the customer will no longer feel like they have buyer’s remorse after they make their purchase. Just because you make a sale does not mean it is enclosed forever, and while it is out of your control to completely make sure there are no returns- you can do a heck of lot to prevent from happening- such as going through the costs and the benefits of a purchase. If a customer goes through with their investment after knowing any downsides to their product, they are much more likely to feel good and keep what they bought. So in reality… you do want a yes, but it’s not forbidden to give “no” an option. Let your customers be secure in their purchase, and they will feel more secure with you as their salesperson.
BoweryJE22
I think that reminding the customer that they can say no is key. This takes the pressure off of them as well. As much as salespeople feel pressured to sell, customers feel pressured to buy and the last think you want is a customer with buyer’s remorse. I would rather have a customer say no and mean it than attempt to say yes and then return the product.
It makes me think that the new ABC’s of Sales is Always Be Checking.