The Best Time to Create a Fan is When Something Goes Wrong
Sales is a job of promises, and then seeing if they’re kept. What happens after the yes is what separates great salespeople from the one-hit wonders. Let’s face it, most deals aren’t perfect.
Something gets delayed, something unexpected comes up, and everything starts going sideways.
That’s the moment most people dread.
I don’t. That’s the opportunity. Not just to fix a problem, but to create a fan.
I recently had a listing with an open permit. It was not my seller’s fault. It was from a prior owner, and it was missed when he bought the apartment, but now he had to deal with it.
So we did.
We stayed on top of the expeditor, kept every party informed, and made sure nothing slipped. That was the work, and it mattered.
My seller has now become a good friend, and even the buyers, who weren’t my clients, appreciated the transparency and effort.
When something goes wrong, people are watching. How do you respond? Do you disappear or lean in? Do you take ownership? Do you make it easier or harder?
The problem will be forgotten, but how you handled it won’t be.
So the next time something goes wrong, remember this: it may be problem number 87 to you, but it’s number 1 to them. Handle it that way.
Anyone can make a sale, but not everyone can handle what comes after.
