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Buyer's remorse is the emotional state where a buyer feels remorse, regret and doubt after they've bought something. Though it's not necessarily the case, it's usually associated with higher value items such as property, computers etc. Buyers remorse happens after the sale and if we thing about it, 'buyers remorse' is when the buyer feels remorse but it's after the sale and what's another name for feeling remorse after something has happened? We call it regret. So if you call it buyer's regret you begin to form an insight into what's happening: the buyer didn't make a good decision and now he/she is blaming you for them not doing that! So it's a decision making phenomenon and as sales people or customer service personnel, we have to help the customer make a good decision or at least realise that he/she is making a good decision. Bear in mind that if 'buyers remorse' where to happen before the sales we would call it an 'objection'. Foolish or amateurish sales people try to confuse the customer out of his/her objection or make them forget about it or even worse they just lie! Of course they don't realise that when it resurfaces they have to deal with it then. Managers face a problem when the person who sells gets paid commission for selling but doesn't have to deal with the mess that they created! Whatever you do, don't hammer through a sale and close it when you can see the customer is feeling any sort of doubt or that they're not comfortable in any way! All that will happen is that they'll get buyers remorse. Different techniques are used to overcome objections and focus the customer on what's important to them. The author's favourite are 'Sleight of Mouth'. Whereas 'Sleight of Hand' is used for deception, 'Sleight of Mouth' isn't. It's used to subtly shift the customers focus and to educate them regarding what's important and what isn't. It's particularly powerful for shifting unfounded concerns and fears. So do what it takes to educate the customer and put their hearts and minds to rest!
Article Source: http://www.realestateinvestmentarticles.net
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