Don’t Let That “Sure Thing” Slip Away Tomorrow
Have you ever walked out of a meeting confident the deal was done—only to get that dreaded call the next day?
“We’ve decided to hold off for now…”
“Something came up…”
“We need more time to think…”
You’re not alone. Jim Wilcox from Sandler Training Indiana has seen this exact scenario play out with countless sales professionals.
That’s why Sandler Rule #6 is so important:
“Don’t Buy Back Tomorrow What You Sell Today.”
Let’s unpack what that means—and how to protect yourself from post-sale surprises.
What Is “Buying It Back?”
“Buying it back” happens when a salesperson closes a deal today… but ends up losing the sale tomorrow due to:
Buyer’s remorse
Last-minute objections
A change in decision-makers
Internal second-guessing on the buyer’s side
To avoid this, many reps rush to get the contract signed, push paperwork through, or hope they can disappear before anything unravels.
But hope isn’t a strategy.
What Causes Buyer’s Remorse in Sales?
Buyer’s remorse is rooted in uncertainty. Even if your product or service is right, your prospect might:
Feel pressure to commit
Fear making a mistake
Worry about internal pushback
Second-guess the ROI
That hesitation can lead to backpedaling, ghosting, or outright cancellations.
How to Avoid It: The Power of the Post-Sale Step
The post-sale step is your secret weapon. Instead of ignoring potential concerns or crossing your fingers the deal sticks, do this:
👉 Ask directly:
“Hey [Prospect's Name], is there anything that might come up between now and when we finalize the paperwork that could prevent this from going through?”
This does two powerful things:
Shows confidence – You’re not afraid of objections because you believe in your solution.
Uncovers hidden issues – You give your buyer the chance to voice concerns before they grow into full-blown deal-killers.
The Psychology Behind It
By giving your buyer space to express potential problems, you:
Help them think through issues rationally (Adult-to-Adult conversation)
Prevent “eleventh hour bombs” from exploding later
Reinforce their decision without coming across as pushy
And remember—if something’s going to come up, it’s better to know now than after the paperwork is sent.
Sandler Rule #6 in Action
Let’s say you’ve just had a great sales meeting. You’ve got verbal confirmation, alignment on scope and pricing, and they’re ready to move forward.
Instead of rushing out the door, pause and say:
“I appreciate the green light. Before we get the paperwork in motion, is there anything that might come up internally—budget, leadership input, timing—that could slow this down?”
This small moment of honesty can save you hours of frustration later—and prevent buyer’s remorse before it starts.
Final Thought: Sell It Once—and Make It Stick
Sales is not just about getting the “yes”—it’s about making sure that yes turns into action.
So, don’t rush to the finish line and assume the deal is done. Slow down, have the tough conversations, and protect the sale you worked hard to earn.
🧠 Remember: Don’t buy back tomorrow what you sold today.
Want More Like This? Crash a Sandler Class
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👉 Crash a Sandler Training Class and experience the difference.
