#6 Sandler Rule
Don’t Buy Back Tomorrow the Product/Service You Sold Today
Q: What causes buyers remorse?
 Concern
 Unanswered question from earlier stage of selling process resurfaced
 Someone in the prospect’s world demanded that he work with someone else
“Get the Order and Get Out”
 is not the answer
 This strategy was designed to circumvent the effects of buyer’s remorse
 Trapping the customer into the sale may ensure one sale, but it will likely
destroy the chances of a long term relationship
VS.
“Give the Prospect the Chance to Back Out”
 Rather than attempting to trap the buyer into accepting a deal, a better
strategy is to make sure the prospect is 100% comfortable with the proposed
sale BEFORE signing
 Make sure there are no reasons to back out
 Give the client a chance to back out before “sealing” the deal
 Encourage him to take a hard look at his decision and make sure he has not
doubts.
 If there were any elements of the deal that represented compromises, bring
them up and make sure the prospect is now completely comfortable with
them
 Ex. Listing the home at $350 rather than 375 as they hoped
 Ex. Making an offer on a home that has 4 bedrooms instead of 5 and they
were adamant about needing 5
This Strategy Accomplishes 3 Things:
1. It enhances your credibility (Only someone extremely confident in the
product/service and the structure of the sale would encourage a prospective
customer to reexamine his decision)
2. Gives the prospective customer a chance to reconfirm the choice (if there are
second thoughts, the prospect has an opportunity to express them in a nopressure environment)
3. If the prospect has doubts you can address them while you are face-to face,
which is far more effective and easier than over the phone or email.
Q: Identify a selling situation where some form of buyer’s remorse emerged after
you “closed” the sale. Ex. Recommendations from the stagers
Q: What could you have said, asked or done to identify the potential problem and
deal with it at the conclusion of each presentation. Ex. Are you willing to do
everything right in order to sell your home for the most amount of money in the
shortest amount of time?