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Focus on closing the deal, not squeezing every dollar | SOS Ep. 374
Surviving Outside Sales
Mike shares valuable sales lessons from three car-buying experiences where salespeople refused to negotiate, costing them sales when he took his business elsewhere.
• Being unwilling to negotiate with a ready buyer is a major sales mistake
• Three different car dealerships lost Mike's business by refusing reasonable offers
• Each dealership called back when it was too late, after he'd bought elsewhere
• Focus on closing the deal rather than squeezing every dollar from each transaction
• Getting a deal done and moving to the next prospect is more important than maximizing commission
• If you can't meet a customer's exact price, find creative ways to add value
• Never let a ready buyer walk away—the opportunity cost is too high
• When someone shows buying signals, do whatever you can to accommodate the sale
Mike is giving away three months of one-on-one coaching and three months of Sales Builder Accelerator. Email mike@survivingoutsidesales.com or connect on LinkedIn to enter through the end of September.
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Mike@survivingoutsidesales.com
LinkedIn: Mike O'Kelly | LinkedIn
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