During a recent conversation with a new prospect, I realized I had made a mistake and said something that could potentially affect our relationship. I knew my error probably would not be noticed, but at the same time, I did not feel right not disclosing the information. So, I picked up the telephone, explained my mistake and apologized to my prospect.
I was confident this admission — and my apology — would keep our relationship intact and eventually lead to a deal, but, boy, was I wrong! My prospect was not happy. In fact, she made a point of berating me and telling me in no uncertain terms that she would not be using my services.
Needless to say, I was surprised at my prospect's reaction. After all, I had pointed out my mistake, taken responsibility for it and apologized. But after her reaction, I couldn't help but wonder if I had erred in telling her truth. As I thought about it afterward, I realized my prospect had refused to accept my apology.
Did I make the wrong decision? I don't believe so. I did what I believed was right. Yes, it cost me a sale, but it was the right thing to do.
