Have you ever had someone back out, even after the sale seemed rock solid? Or have you ever had a prospect call to cancel an appointment, even though they seemed fine when the appointment was set? Often when a person makes a decision, almost any significant decision, they go through a brief period of second-guessing their own reasoning.

And if they get no reinforcement from others that they’ve made the right decision, their doubts can get stronger and stronger – Until “buyer’s remorse” sets in and they’re likely to cancel or back out of their decision.

And when buyer’s remorse sets in, it’s VERY difficult to overcome and turn the customer back around. It CAN be done, but once they change their mind, it’s more than just a matter of talking them into changing their mind back again.

At the conclusion of this course, participants will be able to:

• Understand the nature of buyer’s remorse and why it is a natural human response.
• Be aware of common situations where buyer’s remorse occurs.
• Implement specific strategies and techniques to minimize buyer’s remorse.
• Utilize a 4-step process to reduce buyer’s remorse after ever significant customer commitment or decision that advances the selling cycle.

Course Preview Video