Most salespeople are hesitant to do something as bold as to call their customers at home to confirm their purchase. The truth is that, in many cases, particularly with high-ticket items such as jewelry or furniture, your customers may actually appreciate this gesture. From the customers' perspective, a phone call from you lets them know that you're thinking about them and their purchase. From your perspective as a salesperson, it helps to eliminate buyer's remorse.

If someone spends $3,000 on an item in your store, isn't it worth two minutes of your time to let that customer know that you think they made a great selection? Whether you call that night, which is preferable, or the next day, confirmation phone calls are an effective way of letting your customers know they made the right purchase.

In cases where merchandise is being special ordered or delivered at a later date, it makes even more sense to call immediately to confirm the sale. Any time lag can put the customer in a vulnerable position which can cause them to second guess their purchase. Your phone call will help re-affirm their decision.

Here's an example of how a phone confirmation may go:

Salesperson: Hello, Mr. Johnson?

Customer: Yes.

Salesperson: Mr. Johnson, this is Susan from the China Shop. I was thinking about you after you left the store and smiling to myself imagining how thrilled your wife is going to be when she gets her new china. A lot of customers seem to admire that particular pattern and you seemed so happy to purchase it for her. I think you made a great selection, and I'm absolutely certain she'll love it the minute she sees it.

Customer: I think so, too. Thanks very much for calling.

The phone confirmation is direct and to the point. It takes only a few minutes yet can leave a lasting favorable impression with your customer. One quick call can significantly reduce your rate of customer returns and cancellations. Pick up the phone and start dialing away buyer's remorse today!