{"id":2328,"date":"2026-09-15T23:55:00","date_gmt":"2026-09-15T23:55:00","guid":{"rendered":"https:\/\/www.ensmediausa.com\/ens-on-sales\/?p=2328"},"modified":"2026-09-15T22:56:44","modified_gmt":"2026-09-15T22:56:44","slug":"dont-blow-the-goodbye","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/sales\/dont-blow-the-goodbye\/","title":{"rendered":"Don\u2019t Blow the Goodbye"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\">A study about <strong>colonoscopies<\/strong> is about to make you better at sales.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Yes. Colonoscopies.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Researchers Daniel Kahneman and Donald Redelmeier studied how patients remembered unpleasant medical procedures. Interestingly, people\u2019s memories weren\u2019t simply an average of the entire experience.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">They were heavily influenced by <strong>the most intense moment \u2013 and how the experience ended.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">It became known as the <strong>Peak-End Rule.<\/strong> Later research even found that patients given a slightly less-unpleasant ending remembered the overall procedure more favorably.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">No, I\u2019m not suggesting your sales presentations resemble a colonoscopy.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Hopefully.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">But think about how many good client meetings end like this:<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">You\u2019ve spent 30 minutes asking questions. You uncovered something important. You shared a great idea. The client is engaged.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Then\u2026<\/p>\n\n\n\n<p>You start gathering your papers.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u201cWell, I\u2019ll put something together and email it over.\u201d<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">You shake hands.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">And\u2026 scene.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Don\u2019t waste the ending.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Before you leave, remind them of <strong>one important thing they told you<\/strong>, connect it to <strong>one idea you\u2019re excited about<\/strong>, and establish <strong>one specific next step<\/strong><strong>.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Something like:<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u201cYou told me getting more qualified applicants is probably your biggest problem right now. I\u2019ve already got an idea rattling around in my head for that. I\u2019ll work it up and bring it back Thursday.\u201d<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">That feels different, doesn\u2019t it?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">It shows you listened. It creates anticipation. And it gives the meeting an ending worth remembering.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">We spend a lot of time worrying about how to <strong>open<\/strong> a sales call. Maybe we should put a little more thought into the last 60 seconds, too.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Because apparently, the goodbye matters.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Even with a colonoscopy.<\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"<p>A study about colonoscopies is about to make you better at sales. Yes. Colonoscopies. Researchers Daniel Kahneman and Donald Redelmeier studied how patients remembered unpleasant medical procedures. Interestingly, people\u2019s memories weren\u2019t simply an average of the entire experience. They were heavily influenced by the most intense moment \u2013 and how the experience ended. It became [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":2329,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[562],"tags":[35,568],"class_list":["post-2328","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales","tag-radio-sales","tag-radio-sales-training"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>What Colonoscopies Can Teach You About Sales | ENS on Sales<\/title>\n<meta name=\"description\" content=\"A strange but useful sales lesson: why clients remember the ending of a meeting more than the middle, and how to use that to sell better.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" 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