Buyer’s remorse is something that I’ve experienced from time to time, and it is not a fun experience. I think that as a salesperson it is important to think about. The more expensive something being sold is the higher chance there is for buyer’s remorse. If someone is making a B2B contract or selling big ticket items, such as houses or cars, they need to be mindful of this. Asking some of the questions that were presented in class are helpful to making sure the customer is set on buying the product they are getting. Salespeople shouldn’t be going after impulse sales and forcing people into doing business with them. Sales should come from a place of truly trying to help the clients that are being sold to. Then the customers will not go back on the deals they make with and be much happier with a business. Salespeople can secure sales during a sales conversation, but if the customer goes back because they regret the decision then it wasn’t even truly a sale. I like the question asking, “what would cause you to change your mind on this purchase,” because it gives them the opportunity to slow down and think if the decision is actually right for them or it is just an impulse. Also reviewing the positives of the reasons why a salesperson is making a sale with someone would be important in giving them closure about why they are making the person. Then if they start to regret it, they can be reminded of the reason they made the purchase and hopefully that reason was valid. I’m glad we talked about this topic in class because it is not something that I would’ve thought of in a sales conversation.
BoweryJE22
There is so much incentive to get people to impulse buy items now. From grocery stores having snack food at the checkout section to people just buying the first pest control service they find. Your comments on a impulse sale being no sale at all really stuck with me. We’ve all had purchases we made that we couldn’t go back on, and those are some of my worst memories. But it’s very rare that a salesperson makes sure you really want to buy an item before your purchase. We need more people who do what you said, and lay all the positives and negatives of buying in front of us so we can truly feel at peace with our purchases.
I really like how you mention a B2B sale. I think we look at buyer’s remorse a lot at buying products in a consumer situation, but we don’t ever think about being a salesperson having buyer’s remorse and we definitely don’t think about B2B buyer’s remorse. Buyer’s remorse is a lot more than just regretting buying a new fancy appliance or decoration you really didn’t need.
I heavily agree with you here, having buyer’s remorse is so much more prevalent with large purchases. I love how we are taught to address all parties involved in the decision-making process so that you are not selling a product 2-3 different times or dealing with buyer’s remorse and losing sales altogether. I do like your take on getting the customer to slow down and truly evaluate their purchase and if they would have any hiccups, you can help address them to make them feel good about their purchase leaving your store.
you are correct! It is hard, especially for those making larger purchases. I appreciated in class when someone brought up lack of instant gratification being a contributing factor. I 100% agree with your premise- sometimes we can get too stuck in a sales role to remember what things might be coming up from the buyer’s perspective!