In today’s environment, the cost of acquiring new accounts has skyrocketed. Studies over the years have shown that selling additional products and services to an existing client base can be more cost effective than spending time in new client development.
Think about the way you buy. I’ll bet it’s usually an emotional response that has you pay good money for what you bought. It may as simple as the emotion of salivating for a yummy treat or it may be the internal need to buy a safe product to protect your family.
Salespeople soon discover a transcendent truth about human behaviour. People are unsure, sometimes fickle. Buyer’s remorse is a risk you face each time you close a sale. But, there are strategies to help you minimize that risk.
Sadly, this is a damaging disease that afflicts many sales people. It occurs when a salesperson launches into a sales presentation or develops a quote before the timing and conditions are right. Why does this happen?