September 10, 2011 by Sandler Rules in Sales Process
Have you ever had a buyer change his mind after committing to the sale?
- Deal with buyer’s remorse.
- “Get the order and get out” is not the answer.
- Give the prospect the chance to back out.
Giving the prospect a chance to back out while you're still face-to-face to deal with his concerns or doubt is much better than receiving a voice mail message that says, "Hold the order. I'll call you next week to explain."
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