What to Do When a Deal Falls Apart (Without Falling Apart Yourself)

We’ve all had ‘em.

The customer was nodding, smiling, everything was lining up. Then boom — they vanish, stall, or hit you with the classic, “We’re going to think about it.”

You feel your heart rate spike. You start scanning for someone to blame. Maybe it’s the pencil. Maybe it’s the trade. Maybe it’s you.

Let’s stop right there.

Deals fall apart all the time. It’s not a sign you suck. It’s a sign you sell cars for a living.

Sometimes the deal crumbles because the customer panics. Sometimes it falls apart because 85 tiny things went wrong in a row — and the universe just told you that deal wasn’t meant to be. Either way, the answer is not to spiral.

Step 1: Feel it — then let it go.

You’re allowed to be pissed. Just don’t pitch a tent and live there. Feel the emotion, then move on. Quickly. Otherwise you carry that energy into the next customer — and now you’ve got two problems.

Step 2: Review the tape.

Every NFL player watches film. You should too.

Win or lose, there’s always something to learn. Ask:

Do a post-mortem. Even better — get with your manager and talk it through. See if they caught something you missed.

Step 3: Don’t make it personal.

You’re not your last deal. Don’t let it define you.

Too many salespeople internalize a busted deal and let it eat at them. That’s how slumps start. Treat it like a rep in the gym — shake it off and get back under the bar.

Step 4: Reset and reload.

Find your reset move. For some, it’s a walk around the lot. For others, it’s a vent session or a quick laugh with a teammate.

Whatever it is — do it fast and get your head back in the game.

🧰 Deal Recovery Checklist

Confidence isn’t built when everything goes right. It’s built when things go wrong — and you keep showing up.

That next deal? It’s waiting. Don’t bring yesterday’s loss into today’s opportunity.