You never forget the ones that almost got away.
It was a rainy Tuesday, and we were wrapping up the final steps on a $20,000 equipment trailer sale. The customer—let’s call him Steve—was a landscaper ready to expand. He had already signed the paperwork, approved the financing, and cleared his schedule for the pickup.
Then it happened.
He called right before closing and said, “We’re going to have a problem.”
His tow vehicle had a unique brake controller setup and required a rare adapter we didn’t carry. Without it, the trailer brakes wouldn’t engage—and he wasn’t about to drive a fully loaded hauler home without working brakes.
It was a $200 part. But we didn’t have it. And neither did anyone within 50 miles.
I could’ve told him we’d figure it out next week.
I could’ve offered to cancel the deal.
Instead, I told him, “Give me 45 minutes.”
I called three shops, found one that had the part on a shelf under a layer of dust, and drove 30 minutes in the rain to grab it myself.
By the time Steve showed up, I had it in hand and installed.
He was quiet for a second.
Then he said something I’ll never forget:
“Most guys would’ve blamed me or the truck. You just made it work.”
That deal turned into three more.
Steve sent his brother, his buddy from the supply yard, and a concrete guy from his networking group.
Each time, he told the same story: “This place doesn’t just sell trailers—they solve problems.”
People in this business get too focused on price points and features.
What closes the deal? Presence. Grit. A willingness to do what others won’t.
That $200 part didn’t just save a sale. It reinforced the kind of real-world sales leadership I now teach in rooms full of business owners, sales teams, and frontline staff.
If you’re ready to lead with action—not excuses.