Somewhere in the world right now, as I write and you read this post, it's happening. A sales person with great intentions is loosing a sale because they're talking after the close. They won the sale and yet they've kept going – talking about another feature, presenting the next slide, discussing more about options, etc.
They're talking about things that weren't necessary to talk about to win the sale. And each thing they bring up now is a potential question their prospect will acknowledge to reverse their decision and go back to evaluating options.
Here's the only tip you need to absorb…and the lesson to this post: When engaging with a customer, whether in person or on the phone, stop talking once you've gotten agreement on whatever you set to accomplish with the interaction.
An hour meeting can end in 15 minutes. It's okay. You don't have to finish the presentation just because you're all in the room and you have 10 more slides in your holster. Just turn off the projector, thank your new customer, and move the discussion onto the next subject.
If you talk after the sale closes beware, you're risking the sale. It happens all the time.