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The following article was published in our article directory on January 15, 2013.
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2 Simple Steps to Prevent Losing a Sale

Article Category: Business

Author Name: Brian Lovell

If you are actually taking the time to read this, we can assume that you understand the importance of sales in business. It's true what everyone says about sales people. They lie, cheat, and steal. This is a real story of how a potentially successful sales person managed to blow a sale.

So about a week ago, my phone rings and there is a salesperson on the other end of the line. He is from a car dealership. He begins to tell me what a great car I have currently, and that it is in demand. In fact he has 2 customers looking for this EXACT car right now. So, would I be interested in trading in my car and getting a new one?

I thanked him and told him that sounded great, but I wasn't looking to get a new car. I like my car a lot, and more importantly, I can't commit to a higher payment or a down payment right now. Being ever persistent, he said, well could I get you to come in and look at what we have to see if we might be able to make a deal? I paused for a moment. Then I said, "I don't want to waste your time or mine. Unless you can put me in a brand new model car with the same or better features than my current car, at the same payment, for the same finance term and no money out of my pocket, I'm just not interested."

He asked me if he could do some research on his end and call me back, but he thought he might have something that would work. I figured that was the end of it.
Twenty minutes later, he calls back and says," I checked into it, and you are pre-approved and we have run the numbers and I can get you in a brand new car for no money down, and the same or lower payment than you have right now. Can you come on down?"

I explain to him that I am not making a special trip to meet him. I told him when I would come down a few days later, and I did.

Guess who wasn't there. You got it. The salesperson who took the time to convince me to come down and consider buying a car is not there!
So now onto sales person #2. I explain the conversation I had with sales person #1, and told him that as long as we can meet the financial terms, I like the car, and will be willing to make the deal happen. After a few minutes, he says I have the car to show you, and takes me to the lot. Not exactly the color I was hoping for. He tells me no problem they have many colors to choose. We take it for a test drive and he shows me all the features and explains all of the benefits.

I tell him, as I told you before, I like the car. As long as the numbers are where they need to be we can get this deal done. We go inside and I wait for about 10 minutes, and the finance manager comes over. He takes me into his office and says, I understand you are looking for a payment of $xxx.xx with no money down right? I said $xxx.xx or LOWER with no money down.

He pauses and says well we are going to be off by about $80-$100.00 per month.
I stand up, say thanks, and start to leave. He stops me at which point I tell him that I am done talking. I explained to everyone from the time they called me...that I wasn't looking to buy a car, and was not at all interested in a more expensive payment. I said nothing has changed since we talked last week on the phone except for the fact that I am here in the dealership. The sales person and the sales manager had to already know that they weren't going to be able to make the deal happen but wanted to get the opportunity in the door so they LIED.

Now I am mad about a car that I didn't want to buy in the first place mainly because I have wasted 2 hours of my day on something that I knew ahead of time wasn't going to happen.

I get back to my office and have a ton of work to do, and an hour into my work I get a phone call. It's the salesperson (#2). He apologizes for the misunderstanding, and says, "As a valued customer we want to make it up to you."

I laughed and said exactly how do you plan to make it up to me? He then explains that the sales manager and general manager had discussed what happened and put together a deal that I couldn't pass up, if I could come back today!!!!!!!!!!!

No need to go any further. I hope that you understand the point I am trying to make.
1) DON'T LIE.
2) SEE RULE #1

There simply is no room for liars, cheaters or thieves in business today. Information is literally at the fingertips of everyone. If you lie, you will get caught. Honesty will go a lot further in the sales process than any form of deception that you try.

The same rules apply to networking. If you are trying to build networking relationships, they are only as good as their foundation. Be honest with your networking connections. If you can do something – great, if you can't, tell them. Don't mislead them to make yourself look better. In the end, it will catch up with you.

Keywords: sales review, lead generation, sales expert, small business

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