You’ve been there.
The meeting went great. You’ve got verbal confirmation. The proposal’s ready. You're prepping the paperwork thinking, This one’s a done deal.
Then the phone rings.
“Hey… something’s come up. We’re going to have to hold off.”
Suddenly, that “sure thing” becomes another stalled deal. What happened?
The Silent Threat: Buyer’s Remorse in Sales
There’s a reason some salespeople rush to get the contract signed before anything goes wrong. It’s not just about momentum—it’s about avoiding buyer’s remorse. That uneasy feeling a prospect gets after saying yes, especially if they feel rushed or uncertain.
If you’re not addressing this head-on, it can—and often does—blow up your deal at the eleventh hour.
The Fix: Anticipate the Objection Before It Happens
Most reps try to re-sell the deal at this stage—repeating all the benefits, hoping to reconvince the buyer. But here’s the better play:
Ask the hard question.
“Bill, is there anything that might come up between now and signing that could prevent this from moving forward?”
Two things happen when you do this:
You signal confidence. You’re not afraid of the answer because you believe in your solution.
You uncover hidden landmines. Giving your prospect space to express hesitation can surface unspoken concerns—while you still have time to address them.
Why the Post-Sale Step Is the Real Closer
This moment after the decision—but before the paperwork—is when great salespeople separate themselves. You’re not chasing. You’re anticipating. You’re showing the prospect that your goal isn’t just to win a deal—it’s to solve a problem, even if that means surfacing discomfort.
That’s what builds trust.
So next time you’re walking out of a meeting with a verbal yes, don’t just hope for the best. Ask the tough question.
Because if you don’t, you might end up buying back tomorrow what you sold today.
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