What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level

Habit 3—Selling Past the Close

The irresistible urge to verbalize and execute every possible step in the sales process.

The three of us are not much into shopping. We have no problem buying what we need, but unlike others in our households, we don’t particularly enjoy the process. However, with six daughters and three wives among us, we’ve witnessed buying and shopping from almost every possible angle.

We’ve also studied the selling process for a very long time, and this habit of selling past the close (also known as adding too much value) is one of the most serious examples of customer abuse in that lots of people are ready to buy long before the salesperson is done wanting to sell.

Picture a sales presentation that is going well. We have the ...