Buyer’s remorse happens. Once a purchase is made, it’s common for people to second guess their decision, especially if they are investing in a large dollar deal. They start to…
Buyer’s remorse happens. Once a purchase is made, it’s common for people to second guess their decision, especially if they are investing in a large dollar deal. They start to question the quality of the deal, the price, and if they made the right decision.
Buyer’s remorse also poses a risk to the selling company. It’s one of sales recruiters and reps’ biggest enemies. It can impact the sale, and it can impact your commission check.
So, what do you do about it?
It’s important to establish a trusting relationship with customers. Make sure you have provided them with all the information they need to make a sound decision. It’s also important not to rush them into a decision or to be too pushy when trying to close.
Customers often feel like they are left in the dark as soon as the deal closes. One way to avoid this and prevent them from feeling regret is to provide them with details about how to contact you and other relevant people within your company. This way, they will know whom to contact for assistance.
While all sales reps want to close the biggest deal possible, the deal still needs to make sense for the client or they will have remorse. Therefore, it’s important to make sure the deal is appropriate for your client. You can always upsell them at a later date. A smaller guaranteed deal is always better than a larger one that is likely to get cancelled because of buyer’s remorse.
It’s common for sales reps to take a step back once the deal is closed. However, many customers assume you will be their main contact post-sale. Therefore, it’s important to clearly lay out the next steps once the deal is closed. Communicate what they can expect from you and your company, whom to contact, and how the deal will be processed, including delivery dates (if applicable).
One of the first things you should send your clients once a deal is closed is a thank you note. It shows you value their business, and it can go a long way to put their mind at ease once the sale closes.
SalesForce Search is a sales recruiting company which specializes in the recruitment and placement of sales professionals. We recruit salespeople in every sector of the economy including, software, manufacturing, financial services and medical devices. Find the right salesperson for your organization, start your search here.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and daughters, BBQing on a hot summer day and tropical vacations.