In class this week we covered another core concept that stated: “Don’t Buy Back Tomorrow the Product or Service You Sold Today”. This concept relates to the common feeling of “buyer’s remorse” that many of us feel after making a purchase. For example, you go out and buy a brand new pair of shoes with little to no thought into the price, quality, or style, but they just look really cool at the time and you think they’re right for you. After about a week of owning the shoes, you come to realize that you do not find them comfortable whatsoever, and the style just does not match your type at all. You suddenly regret your purchase and are kicking yourself for making it.
This concept we discussed aims to eliminate this for the prospect by utilizing what we called a “negative reverse”. This simply means doing something the prospect would not expect out of a salesperson, which in this case is giving them a chance to back out during the sale. In giving them this opportunity, you enhance your own credibility, and give them a chance to reconfirm their choice or back out. A true sense of integrity is displayed by doing this, which can then go on to foster even better trust and a good relationship with your prospect. Before you head into the sale ask: “What would cause you to call me and ask if I could put the contract on hold”? By asking yourself this question, you can begin to identify some of your own strengths and weaknesses involved in selling, and can hope to eliminate them before talking with the prospect.
Overall, giving the prospect this choice during the sale is a good strategy to try and develop some integrity with them, and could result in an even better relationship that you can continue to grow and use.
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When buying personal products that don’t require a salesperson, it is definitely harder to avoid buyer’s remorse , especially if it is a purchase that is not thought through and researched. But when using a salesperson, or when you are the salesperson, making sure the customer is the right fit for the product/service by asking good questions is key to avoiding remorse.
Giving the customer an opportunity to say more not only lowers the tension, but also makes you seem like you are more credible and a decent person. This could also help build a relationship in the future which is a great way to keep them with your company.
I like the use of your example of buying a new pair of shoes. While a pair of shoes is something that typically doesn’t require a sales person, it makes me think about how sometimes the buyer might NEED a salesperson to remind them that maybe the product isn’t right for them.
I think about even throughout ministry with Young Life how the option we sometimes give kids to simply say “no” to us eliminates so much tension. I think similarly in sales, we see that people don’t appreciate feeling trapped or cornered into a situation, so whether or not they feel that way, offering the option to say “no” creates a space where both parties can exist more comfortably.