Lesson 3: Personal Satisfaction from Buying

Re-evaluating the Purchase


Customers want to be sure they have made the right purchase.  Therefore, the salesperson should provide a summary that reviews the features of the product and/or service.  This provides an overview of the information discussed, and it makes clear that the salesperson understands the customer’s need or problem.
 
 
Re-Evaluate
 
 
 

 
Listen to Feedback


 
 Provide an Overview


 
Alleviate Concerns
 

 Always treat customers the way you would like to be treated.  Respond to any concerns promptly and honestly.
 

Summary

The salesperson can help ensure customers are satisfied by

  • helping them to evaluate alternatives
  • meeting their personal needs as individuals
  • re-evaluating the purchase.
When evaluating alternatives, use accurate facts and figures, and never talk down the competition.

Treat customers with respect and appreciation.

Help a customer re-evaluate the purchasing decisions by providing a summary review and then allow the customer some time to reflect.

Satisfied customers return again and again.  Dissatisfied customers do not return at all.