Are You Sabotaging Your Own Sale?

BY Jessica Helinski
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There may be one sales challenge that you’ve never considered: Yourself. Some sales reps find themselves at the close with a ready and willing buyer, only to make a mistake and cause the sale to fall through. Getting in your own way is surprisingly easy to do, so Inc. contributor Darren Marble offers advice to prevent this from happening. Below are three examples of what not to do when a buyer is ready to close:

Keep pitching.

Once you’re on a roll about what you’re selling, it can difficult to hit the brakes. But when a prospect says he or she wants to buy, you need to stop. “If you continue to pitch your product or service, it may signal a lack of confidence to your prospect, and could potentially dissuade them from closing,” Marble explains.


The adage “strike while the iron is hot” is popular for a reason. As soon as a prospect gives verbal agreement, send that contract ASAP. Waiting until the next business day or after a vacation kills momentum (and the prospect’s interest). Get the contract out to the prospect and signed, and if the prospect is delaying signing, follow up each day until it’s done. A verbal agreement doesn’t mean a done deal.


Don’t drive away the buyer by hyper focusing on every single negotiation point. Marble advises, “pick the top three (not ten) points that matter most to you, negotiate them, and accept the rest of your prospect's changes.” Your goal is to streamline the negotiation process, not prolong it.

Marble’s advice is important because reps can sabotage their own sale without even realizing it. The next time a deal is reaching the finish line, stop and consider his tips. Taking smart steps all the way through the sales process will ensure contracts get signed.