Whenever you're trying to sell something to someone,

Or whenever you try to convince someone of something

There's always a crucial moment where the customer makes a definite decision to either buy or not

Where she decides whether she likes you or not

This is called the close.

Once the close happens, the deal is DONE.

Your customer has decided he will buy that for example $39 Item.

That cute girl in the club has decided she will want to go home with you tonight.

The sale is over and you now walk to the register together to finish up the deal.

Right?

Well this is where many (inexperienced) guys start making a huge mistake

They keep selling even after the other person has already decided they're going to buy

And it's costing them a lot of sales,

because they're selling past the close.

Very Dangerous move.

So what is selling past the close?

It's when you keep trying to convince someone that's already convinced

And by doing so, you're accidentally giving them arguments against buying

So they end up reconsidering and the deals off

Leaving you empty handed.

But let's make this clearer with an example

Let's say you're a real estate agent

You have a potential buyer.

Show her the house.

"Look at the great finish. Four bedrooms, 3 bathrooms, big living area"

"Wow it's great, I'll take it!"

Great, you've made the close.

What you should have done now is tell her:

You've made a great decision, let me get the papers"

Instead you keep selling the house "Great choice Ma'm!

You'll have some great summers in the huge 2 acres back garden!"

"Huh wait what? 2 acres?!

That's way too big for me!"

Deal's off.

She hadn't realized the garden was that big yet

and thinking about how many hours she'd be spending on gardening scared her away

You were selling past the close and it blew up in your face

NEVER sell past the close

It never works out in your favor

Why?

Because you already have the result you want right?

There's nothing left to gain

He's already going to buy the course.

She's already going home with you.

What more can you get out of this? Him buying 2x?

Selling after the close is like suggesting a rematch after already having won the tournament

At best you'll win again but get nothing.

At worst you'll lose everything

So learn to recognize when you've made the sale

Learn to recognize the close

And ease on the pedal after that.

Once you've made the close,

you should go into cruise mode

Before the close, you want them in a thinking mode.

You want them to consider the great arguments you have

After the close you want them to stop thinking

and just go for the register to check out.

After the close you simply want to be friendly & keep a great atmosphere

And then once the contract has been signed,

then you can go back to selling

You can then either go for the upsell for the same customer

Or you can wave goodbye and look out for your next customer.

Selling past the close is especially common in dating

Guys convincing girls to go home with them/on a date with them

Only to keep trying to convince and impress her even after she's already said yes

Losing the girl because they seem too eager.

Because they step into her frame.

If she's said yes to going home with you,

don't try to convince her she's making the right choice.

Instead just enjoy your time together

If she's said yes to the date, don't spend your entire date convincing her it was the right choice.

Simply enjoy your time together.

Selling past the close is a very common beginner error (together with overgaming)

Especially with guys that read online advice

It's like a guy getting into style advice, then turning up in a 3 piece suit everywhere & then switching into his suitjama when he gets home

overkill.

So stop selling past the close

Learn how to recognize the moment

Learn to switch into cruise mode after the moment happens.

*#ManForMan*