- NEW: Replays—Insider exclusive recordings of Office Hours sales discussions
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- Archived sales content searchable by sales challenge
Complete Story
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.
Other Vault resources:
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Read MoreSell Past the Close: The New Rule That Works
Bill Farquharson broke one of the golden rules of sales—don’t sell past the close—and it worked. In this Short Attention Span Sales Tip, find out why following up after the deal is done might be your smartest move yet.
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