By Bill Farquharson, Sales Vault. Read Bill’s tip below or watch Bill here.

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.

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If you’ve not yet discovered Bill Farquharson’s Sales Vault resource, you are working too hard. Go to SalesVault.pro or call Bill at 781-934-7036 to learn more.