The Post Close: How to Lock in a Sale and Avoid Last-Minute Surprises

Access this 7-minute video now and learn a critical technique to ensure commitment from your buyer and prevent deals from coming apart at the last minute. Discover:

  • How a buyer can go from “yes” to “maybe” if you don’t lock in their commitment
  • Why reminding buyers why they’re giving you business after they’ve said “yes” is a critical part of the closing process
  • How The Post Close can uncover other hidden obstacles that could derail the sale

Why are we giving you all of this for free? Because it’s the best way we know to introduce you to a breakthrough way to develop sales talent in your organization.

Here’s how it works: Request your Post Close training video now and we’ll email you a user name and password that gives you instant access to the Selling Essentials Rapid Learning Center. There you’ll find your free Post Close training video and a collection of other training resources for sales professionals. You’ll have unlimited trial access to this powerful library of e-learning modules, reports and fast-read articles.

More information for those who love the details …

Why closed sales sometimes fall apart

Don’t sell past the close. You’ve heard that a million times. Once the customer says yes, just say, “Thank you very much and let’s get started.”

The problem is, some customers still have unfinished business. And if you ignore it, you could find that sale slipping away.

After the buyer has agreed to give you the business, they have one last, uncomfortable task ahead of them. They need to call the current vendor and break the bad news to them. Do you think that phone call is going to be easy? Of course not. The current vendor is going to fight to keep the business, pulling out every stop in the hopes that the buyer remembers why he or she went with them in the first place.

And that’s trouble for you; suddenly a deal that was in the bag is reopened. Unless, of course, you remind the buyer why they were unhappy and how you can make their problems go away. The Post Close will help you do just that.

The Post Close Technique: How it works, and when to use it

Here’s how the Post Close technique works:

When a buyer tells you you’ve won the business, your response goes something like this:

“Thank you for the opportunity. But let me ask you something. I’m sure your current vendor will try to keep your business. So … what are you going to tell them?”

Hopefully the buyer will be able to rattle off all of the reasons their current vendor lost the business, whether it’s missed deliveries, botched deadlines, or just inconsistent service. But more than likely the buyer will be more hesitant. That hesitation ought to sound the alarms in your head. This deal that you thought was sealed up tight is still wide open.

Access your free video now and learn how the Post Close Technique will help you keep last-minute surprises from sinking a done deal.

Key to the Post Close: Remind the buyer why they closed the sale

In that case, it’s up to you to get the buyer back in touch with the pain and frustration that led them to seek out a new vendor. Acknowledge the hesitation, and go through every problem the buyer had that drove the sale in the first place. Remind the buyer of how you’re able to relieve those problems. Assuming you and the buyer agree that all concerns have been addressed, use the Post Close again. Hopefully, your buyer gives a response that’s more resolved and leaves no room for the old vendor to wiggle their way back in.

A response like that does three things:

  1. It reinforces in the buyer’s own mind the reasons she decided to switch in the first place.
  2. When she repeats these reasons out loud, it increases her psychological commitment to making the change.
  3. It helps her rehearse the difficult conversation she’s about to have.

You can also use the Post Close to uncover other hidden obstacles that could derail the sale. For example, you might ask:

  • What will you do if your vendor beats our lowest price?
  • What will you say if your boss questions this decision?
  • If purchasing pushes back on our pricing, how will you respond?

It takes guts to challenge a buyer who’s just said yes. But when you engage the buyer in this discussion, you lock in their commitment and protect your business.

Of course, the Post Close technique won’t guarantee that a buyer will never change his or her mind. But it will reduce the odds and help you win more sales.

Access your free video now as part of a trial to the Selling Essentials Rapid Learning Center.


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