Hi,
Yesterday I told you to SHUT UP when you delivered the punchline in a sales presentation (ie. Asked for the order).
Today I'm telling you to SHUT UP when the prospect says "Yes". Stop selling when you've made the sale.
A lot of sales people fall in love with the sound of their own voice - especially when the prospect has given them a round of applause with a big "Yes". They continue in the same vein, enjoying themselves.
But prospects who say "Yes" will very soon be subject to "post purchase remorse", afraid they might have made a mistake. It's time to reassure them they have made the right choice. Stop making promises and start delivering on them.
The more you rave on, the more likely the prospect will find an escape hatch.
So once you've made the sale, Shut up!
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