Why should salespeople avoid asking for referrals immediately after closing a sale?

Salespeople should avoid asking for referrals immediately after closing a sale primarily because the customer isn’t mentally prepared. After closing a sale, the customer's focus is typically on the resolution and benefits of their purchase rather than thinking about other potential clients or referrals. This moment is often filled with a mix of emotions such as excitement, relief, or even buyer's remorse, which can detract from their ability to think about recommending someone else. By waiting until the customer has had time to fully experience their purchase and can articulate its benefits, the salesperson is more likely to receive positive referrals that reflect the product's value.

The other options may address certain aspects of the situation, but they don't capture the core reason as effectively. For instance, while timing and rapport can be factors, the primary concern is that customers may still be processing their recent purchase, making them less likely to give referrals at that moment. By waiting for a more opportune time, the salesperson can engage with the customer when they’re more likely to feel confident and enthusiastic about referring others.