Follow up and reinforce their choices
Once the contract is signed, call the buyer, congratulate them and ask them what they like most about what they selected. "Get them to resell it to themselves," says Barry Maher, a California-based sales trainer. "Have them go into some detail. Was it the design, the colors, the way things go together? There's nothing like that. Then it becomes their decision."
Set the proper expectations with contract terms
Let your customers know before they sign the contract that they're allowed to cancel selections or make changes within a certain period of time, and tell them about any fees that might apply. "A person needs to realize what is realistic," Gibbs says. "It costs everybody time and money to re-do orders, design work and product specifications. Our clients know that we have a period of time in which they're allowed to change their minds. Once that period is over, forget it."
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