Sunday, May 15, 2011

The Morning After


Oh no what did I do? Have any of your clients had that feeling? Buyer’s remorse. If that has happened to you, why? Have you done something wrong, or skipped something, in the sales process? Maybe not, but yea, I bet you did…

If you have moved the sale forward with a professional sales process, you should have overcome or answered all of the objections. Nagging objections = buyer’s remorse. Did I see enough competing products, is the price fair, does it do what I need, should I have asked my boss? All of these objections should have been discovered and overcome very early in the sales process.

Now what? Can you say resell? Listen to the client, address their concerns and reclose.