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> "know when to stop selling" I disagree. Stop over-selling, maybe, but at the end of a sale, there's a buyers remorse window. And you need to make sure you're
by Ozzie_osman 5y ago
> "know when to stop selling"
I disagree. Stop over-selling, maybe, but at the end of a sale, there's a buyers remorse window. And you need to make sure you're communicating with the "buyer" and strengthening their resolve so they don't get cold feet. This applies with selling, hiring (esp after the candidate signs), etc.
A good way to do this is to make sure to remind them of why they bought in the first place.
- brk 5y agoBuyers remorse is real, but usually less so in B2B sales. In most B2B sales that I have been involved in, you can summarize it down to a certain amount of budget, and a set of needs. If you can fill the needs within the budget, it's an easy sale and there is no buyers remorse. This is an oversimplification, but I think in many cases buyers remorse is rooted in the buyers realization that making a particular purchasing decision is going to reduce their overall cash reserves, and thus eliminate other potential decisions. The way most corporate budgets works is more of a "use it or lose it" scenario, where the buyers have more incentive to make actual purchases. In regards to your last sentence, yes, nothing wrong with reinforcing the decisions that led to the purchase decision. But that is much different than introducing new factors (eg: we should buy this other company too) or altering your buyers perception (this other company or product is even better than what you agreed to purchase).