Sell Past the Close: The New Rule That Works

Watch this week's Short Attention Span Sales Tip here.

There’s an old sales rule: “Don’t sell past the close.”

I believed it. Preached it. Lived it.

But in 2025, I broke that rule—and it worked massively.

Once the ink is dry on a big contract, don’t just produce and deliver. Keep selling. Follow up. Ask how things are going. Request feedback. Show gratitude. Share new ideas. Suggest a next step.

Your buyer isn’t used to that. Most reps disappear after the deal is signed.

You want to be the one who follows through; the one who is busy selling the next order.

Because in today’s world, the sale doesn’t stop at “yes.” It starts there.

If you’ve not yet discovered Bill Farquharson’s Sales Vault resource, you are working too hard. Go to SalesVault.pro or call Bill at 781-934-7036 to learn more.

The preceding content was provided by a contributor unaffiliated with Printing Impressions. The views expressed within may not directly reflect the thoughts or opinions of the staff of Printing Impressions. Artificial Intelligence may have been used in part to create or edit this content.