Surviving Outside Sales Focus on closing the deal, not squeezing every dollar | SOS Ep. 374
Aug 26, 2025
In this discussion, fascinating stories reveal how three car dealerships lost sales by failing to negotiate with ready buyers. Mike emphasizes the importance of closing deals instead of squeezing every dollar from transactions. He urges listeners to act on buying signals and find creative ways to add value when price targets can't be met. Plus, there's a chance to win three months of personalized coaching and access to the Sales Builder Accelerator. Don't let opportunities walk away—every deal counts!
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Left Over Fees Cost A Sale
- Mike describes buying a Chevy SUV after a crash and walking out when the dealer refused to remove a bogus grounds-maintenance fee.
- He then bought a Nissan Pathfinder from a dealer who negotiated and got him back on the road the same day.
Refusing MSRP Lost A Telluride Sale
- In 2021 Mike hunted a Kia Telluride and offered to pay MSRP, but the dealer refused and insisted on over-MSRP pricing.
- He then bought a low-mileage certified used Telluride elsewhere for thousands less and better terms.
Raised Price, Lost Customer
- A Charlotte Kia raised a listed price then refused Mike's reasonable best offer, claiming he'd 'lose money' if he accepted.
- Hendrick Kia of Concord matched Mike's number and sold a lower-mileage Telluride for several thousand dollars less.