Have You Ever Had a Prospect Back Out After Saying Yes?
You’re not alone. Many sales professionals have experienced the frustration of a prospect agreeing to buy—only to change their mind later. We have seen this happen too often and offers practical advice to prevent buyer’s remorse from derailing your deals.
Sandler Rule #6: Don't Buy Back Tomorrow What You Sell Today
Buyer’s remorse is a real challenge in sales. Some salespeople try to rush through the process—getting the contract signed, securing the order, and running back to the office before the prospect has time to reconsider. But what happens next? You leave thinking the sale is locked in, only to receive a dreaded phone call the next day saying the deal is off.
Instead of trying to push the sale through quickly, take a strategic approach to avoid post-sale surprises.
How to Prevent Buyer’s Remorse Before It Happens
The key to preventing last-minute cancellations is addressing potential objections before they arise. Rather than revisiting all the reasons the prospect should buy, take a more proactive approach:
Ask Directly About Concerns
Instead of assuming everything is fine, confidently ask:“Hey [Prospect's Name], is there anything that might come up between now and when we finalize the contract that could prevent this from happening?”
This demonstrates confidence in your product or service while allowing the prospect to voice any lingering doubts.
Encourage Them to Work Through Any Second Thoughts
When prospects articulate their concerns upfront, they are more likely to work through them in real-time rather than letting doubts fester.Reinforce Their Decision Without Over-Persuading
Avoid the temptation to resell them on your solution. Instead, focus on validating their choice by addressing uncertainties before they turn into deal-breakers.
Final Takeaway: Secure Your Sales with Confidence
By following this approach, you build trust, demonstrate confidence, and reduce the chances of buyer’s remorse. Give your prospects the space to work through any concerns upfront, and you’ll avoid the frustration of having to “buy back” what you sold the day before.
Want to improve your sales process and eliminate last-minute surprises? Download this free resource.
