At one time or another, most people have probably had second thoughts after making what they later felt was an impulsive or ridiculous purchase. And in these moments, they might wonder, “Should I really have bought this, or would my hard-earned money have been better spent elsewhere?”
Fortunately, for you as a sales professional, once you’ve earned the sale, there’s a very simple question that you can ask your new customer which will do wonders to eliminate buyer’s remorse. After all, a canceled order isn’t really a sale, is it? Well, then here’s how it works:
After the order is signed, as you’re on your way out the door, say, “Before I go, Rob, I’d like to ask you one last question.”
“Sure, what is it?” he’ll say.
“I’m always looking for ways to improve myself, so there’s something I’d like to know,” you say with complete humility. Then, you continue by saying, “You mentioned how you shopped around and looked at other suppliers and products, yet you didn’t buy from them. So, I’m just curious, why did you purchase this from me today instead of from one of them?”
Then, you remain quiet and just listen. At this point, you’ll hear about why he likes your product, or even why he prefers working with you.
And the more reasons he gives for buying from you, the more he actually convinces himself that he made the right decision. In other words, he’s being persuaded all over again–only this time, it’s all by himself.
You see, by stating in his own words why he bought, the customer gets a much clearer understanding of the value of your product and why you’ve earned his business. For instance, he might say, “I bought from you because you looked out for my best interests.” Or, “You explained everything clearly and answered all of my questions.”
And on top of this, every time a customer tells you why he bought from you instead of from someone else, you’ll learn even more about how to sell your product. Now, after letting you know why he loves your product, it’ll be more unlikely that he’ll cancel or get buyer’s remorse.
