Sales is a pole vault. Every move matters. Only the close counts.

By Phil Whitebloom, Founder of BeenThere Consulting Service

No Second Place in Sales

When I was a young salesperson in Milwaukee, one of my accounts was Northwestern Mutual Life, now known as NML. Their headquarters are in Milwaukee. I was selling word processors, and professional personal computers had just hit the scene. NML was a heavy IBM shop.

I worked for NCR (National Cash Register). NCR had just released its first standalone personal computer, and I set my sights on selling it to all of NML. The opportunity was for thousands of units. They evaluated all the manufacturers that could provide a standalone personal computer. It was a big, thorough review. One by one, vendors were cut. I built strong relationships with the evaluation team. I built strong relationships with the decision makers. By the end, the decision had been narrowed to the final two manufacturers, NCR, represented by me, and IBM. Everybody else was eliminated. I handled it on my own with no real support.

Back then there was a saying, “Nobody ever lost their job for buying IBM.” I pushed for months. The team at NML treated me well. They reached the final decision. They chose IBM.

In my local office, I was congratulated for hanging in as long as I did since most never thought I would get that sale. I competed to the very end. Yet, I lost the sale. In the end, all that matters in selling is simple, did you get the sale or not. There is no second place in selling. And this is how it should be.

From loss to a sales-winning methodology

I was not skilled or experienced enough to ask the questions that would reveal exactly why I lost. To this day I do not believe it was as simple as “nobody ever lost their job for buying IBM.” The investment was too big and the risk too real for that to be the only reason. If that were it, they could have ordered IBM in days. There was more behind the decision, and I still do not know what it was.

In the subsequent four decades in sales and sales leadership, I have taken what I learned from that loss, combined it with countless new experiences, and developed methodologies to coach businesses, large and small, to win their biggest opportunities in real time, consistently.

Just like a pole vaulter must execute every move correctly to clear the bar, your sales process has to be tight from first contact to close. If you are not clearing the bar, let’s fix it.

Clear the bar or you didn’t. I help you clear it.

In one short call, I will pinpoint what is blocking the close and give you a next step you can use now. If it makes sense, we will move to a deeper discovery call. If you only need a quick answer, we can do that too. This is why my clients and colleagues have branded me the Sales Fixer.

How to reach me:

Email me at phil@beentherecs.com

Subject line: Talk with Phil

Include one line about your situation

I will reply personally with a couple of times to connect. No forms. No fluff. Just results

Phil Whitebloom is a nationally respected sales coach and founder of BeenThere Consulting Services, LLC. Over 40 years and $1.5B in sales, he has led and coached high-stakes teams, including leadership roles at Sony’s government sales organization. An early loss to IBM at Northwestern Mutual shaped the rule he still teaches, there is no second place in sales. Clear the bar or you didn’t.

Phil helps companies turn stalled pipelines into consistent revenue through tactical coaching that compounds into strategy. His work zeros in on questions, positioning, pipeline discipline, and trial closes that make the close the obvious next step. Clients often see meaningful traction after a single working session, which is why many know him as the Sales Fixer.

He is the author of Handling Objections – Clues for Closing the Sale and a regular guest presenter to businesses, associations, networking groups, and the University of Wisconsin–Oshkosh College of Business.

Unlock the Secrets to Closing More Sales with “Handling Objections: Clues for Closing the Sale”

Are you tired of hearing “no” or struggling to close the deal? In Phil Whitebloom’s book, you’ll learn how to turn objections into golden opportunities to secure the sale.

Whether you’re new to sales or have years of experience, this book is packed with actionable insights that will elevate your approach to closing deals.

Here’s what others are saying:

Kelley Ridings says, “This book is a valuable resource! It opened my eyes to the psychology and problem-solving involved in sales. If you need to understand sales better, this is the book for you!”

Richard O., a successful small business owner for 35+ years, calls the book “a breath of fresh air” and says it’s packed with useful ideas for closing deals.

Brianna Hendley points out, “An objection is not a NO. It’s an opportunity to ask more questions and uncover your client’s true needs. A fun and impactful book I refer back to regularly.”

David Illig reminds us that everyone is a salesman in life, “Whether it’s a product, an opinion, or a point of view, Phil Whitebloom will guide you to a successful conclusion.”

Bryan Lilly describes the book as “a good tour of ideas and examples” that help you navigate different objections with key principles.

M.J. James highlights, “If you’re in a sales slump, this book will teach you how to embrace objections and turn them into catalysts for closing more deals.”

Don’t wait—level up your sales game and turn those “no’s” into “yes’s.” Get “Handling Objections: Clues for Closing the Sale” now and take the first step toward mastering the art of closing deals. Purchase here.

Listen to The BeenThere/SoldThat Podcast

Join Brianna Hendley of Achievant Business Coaching and Phil Whitebloom as they discuss practical strategies to enhance your sales and business skills. Get ready to achieve your goals and dreams! Listen here.

More from BeenThere SoldThat

Want to know what programs you can participate in to grow your sales and business? Go to https://BeenThereSoldThat.com and see what programs are available.