How Not to Make a Sale

Henry, who owns a Business Process Outsourcing (BPO) facility in Ortigas Center bagged a new client but needs to put up a new company and operate it in a separate office. The client wants him to serve their firm but doesn't want people serving their company to be related in any way with the BPO's existing staff. Hence, they had to register a new company in a new location.

Being seasoned in sales, I rate my friend to be a good salesman. He solved his client's problems and bagged the sale. His client was initially hesitant to give the contract because he was serving companies that are potential competitors. What Henry did was offer to put up a new firm in another location. The customer liked his efforts to get the account and he was given the contract.

But when Henry was scouting for a new office to rent, he encountered the worst salesperson in the world. A real estate agent called by phone and bombarded him with questions such as his name, address and other personal details which he gave. But when Henry explained that the company is yet to be registered, the lady's tone changed. Henry was told that he can't be given a quote since he needed to have a company registration prior to the lease. A few hours thereafter, I called up the ladies boss and explained that what Henry needs at that point is a quote. Besides, company registration in the Philippines can be done in 5 days, just the amount of time that it will take the real estate company to draft the contract. The boss agreed with me and promised to direct his ward to continue dealing with Henry. The lady indeed called and set the appointment. I thought that everything would be fine but the following day; I learned that the meeting will not push through because Henry still doesn't have the company's registration papers. Total time wasted = 3 full days!!!!

Having closed millions and millions of dollars worth of sale, I probably have the authority to judge the real estate agent as mediocre. The objective of every client contact is to be able to sell and dropping an almost sure deal is big time deal mediocrity. That is especially true at this time when the clients are hard to find. The 3 days worth of conversations between Henry and that lady were nothing but exercises in futility. It failed to make a single cent for any of them and worse, a client's time was wasted.

Had it been my case, I would have secured Henry's down payment and helped him register the company to ensure that he will have the necessary papers come lease signing day. I would have bagged the sale and made Henry a satisfied customer. I can be sure that when there is another opportunity, I can count on Henry to give me more businesses and refer me to new clients. I've done similar things before and until now, I am friends with those people.

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