Selling is one thing; closing is a different thing entirely. Confuse the two and you’ll screw up both of them. If you can discipline yourself to stop selling when you start closing, you’ll be alright. But why is this so important?

Because overselling is one of your worst enemies.

You should sell when you’re supposed to be selling and close when you’re supposed to be closing. You can’t do both at the same time. It’s like brushing your teeth and shaving at the same time, it just doesn’t work. Selling and closing are two different skills and disciplines with different purposes and goals.

Overselling creates resistance that wasn’t there to begin with. I can’t emphasize this fact enough. Stop selling when you start closing or you’ll sell yourself out of the deal.

Stop overselling!

Daniel Jacobs, 2016