Going Beyond the Close

In yesterday’s post I blogged about the importance of timing when attempting to close.  Today we turn our attention to another common blunder made by many sales people.  It’s referred to as “going beyond the close.”

Twice Just Last Week

Going beyond the close is a scenario whereby a salesperson continues to sell to a potential client after they are already convinced of the benefits derived from a particular good or service.   I was present when it happened twice just in the past week.  One case involved a marketing strategy presented to a CEO of a large company.  The CEO actually told one of the presenters that she in fact was “going beyond the close.”  The other occured during a presentation made by two salespeople in front of an entire office.

Drawbacks

Going beyond the close can:

• Suggest a loss of confidence that the salesperson has in what they are offering.
• Try the patience of the one who is being sold.
• Encourage the one who is being sold to doubt the credibility of the salesperson.
• Impede the salesperson from identifying ideal closing opportunities.
• Ultimately lose the salesperson the order.

Going beyond the close can be as aggregious a mistake as missing a closing signal altogether.  In real estate you never know when the next opportunity may present itself.  Don’t let either of these potentially critical errors in judgement get between you and your ability to help others because you let a chance slip away.

What other drawbacks of going beyond the close can you think of ?  Please let us know in the comment section below.

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