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Peak Performance Management, Inc. | Pittsburgh, PA
 

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You’ve done it. After months of courting a prospect, you’ve closed the sale. “Yes,” the prospect has said, “Let’s get this going.” Your happy ears are on. Understandable. You’re beaming about your job well done. Good for you.

But wait a minute. What about your post sell? And resolving buyer’s remorse? “No problem here,” you say. “This buyer is so ready to go, there isn’t going to be any buyer’s remorse.”

Not so fast. Take off your happy ears. Have you talked about buyer’s remorse with your prospect and what forms it could possibly take? If not, you could be in for a bad surprise.

Sources of buyer’s remorse come in two forms—external and internal. For example, your prospect’s boss could raise questions your prospect hasn’t considered. This is an external factor. These questions could prompt your prospect to have buyer’s remorse and renege on his or her earlier agreement.

Or for whatever reason, your prospect may procrastinate about telling his or her boss about the sale, because he or she isn’t on good terms with the boss. This is an internal factor. Again, this could cause your prospect to back track on the initial agreement to buy.

All of which underscores the need to raise buyer’s-remorse issues while you’re with the prospect. It’s always best to discuss and address potential issues like these when you’re with a prospect. You’ll have a greater chance of resolving whatever buyer’s-remorse issues arise.

Free eBook: LinkedIn the Sandler WayThree Biggest Sales Mistakes You Should Never Make
How you interact with your prospects the first time you meet them—before you ever make a presentation—can have a greater impact on your likelihood of closing a sale than the actual aspects of the product or service you have to offer.

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