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07/15/2025
Sell Past the Close: The New Rule That Works
Source: Bill Farquharson, July 14, 2025
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.
The Sales Vault, created by Bill Farquharson, is a subscription-based resource and sales community featuring a calendar packed with live workshops, on-demand sales courses, peer-to-peer discussion groups, and 35+ years of sales training content all searchable by sales challenge. Think of it as a sales conference where the seminars and workshops, full of instantly applicable ideas, are ongoing and more programs are added constantly.
The Sales Vault is available on a monthly subscription basis, normally at a no-brainer monthly price of $45/participant, but… GMA members can take advantage of an exclusive offer: FREE membership for 30 days followed by a discounted monthly subscription price of just $40/participant.
Bill has been a friend of GMA for many years and is, no doubt, known to our members as a top sales trainer and content creator for the graphic arts.
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