In Sales, Relevant Response Is What Creates Opportunity

By Phil Whitebloom, Founder of BeenThere Consulting Service

Think About This

You receive a cold call from a real person representing a company. As they begin their pitch, you interrupt and say, “I’m already a customer,” or “We already use your product.”

The caller acknowledges what you said and continues right back into the script.

No pause. No adjustment.

How does that make you feel?

Now Shift Perspective

Imagine you’re on the other side of that call.

You’re the owner, an executive, or part of the company the caller represents. The person we just talked about, the recipient of that call, reaches out to you to tell you what happened. She explained that she is already a customer, said so clearly, and still wasn’t acknowledged. And you personally know the person you are talking with.

How many times do you think that’s happening without you ever knowing?

How many customers felt ignored, unappreciated, or dismissed, not because anyone meant harm, but because no one truly responded?

When hiring people to make outbound calls to find new prospects for your business, don’t just train them on what to say. Coach them on how to respond.

Prepare them for the most likely comments they will hear, especially the ones that fall outside the script, such as, “I’m already a customer,” or “We already work with you.”

Those moments are not interruptions. They are opportunities.

A Real-World Example

Recently, I had breakfast with Angela Balsamo. Angela and her husband, Tom, are the owners of the Coffee News Maryland franchise, a locally owned weekly publication that helps businesses reach customers through high-visibility, table-top advertising in restaurants, cafés, and community gathering spots across Maryland. To learn more, visit https://coffeenewsmaryland.com or email advertise@coffeenewsmaryland.com.

When it comes to interacting with people, Angela understands how conversations work. She’s highly successful, incredibly pleasant, and completely sincere.

I asked her what bugs her in sales-related situations.

She shared a real experience.

Angela told me about a cold call she received from a company that hired outbound callers to set appointments. As the caller launched into the script, Angela politely said, “I’m already a client.”

The caller kept going.

From Angela’s perspective, someone who lives in this world and understands communication, the issue was clear.

It wasn’t personal, it wasn’t intentional, it wasn’t professional, it may just as well have been a pre-recorded message.

For the company, this is how an existing customer quietly becomes a past customer.

Takeaways 1:

· Listening alone does not create opportunity. Relevant response does.

· Scripts that don’t allow for pivots turn conversations into collisions.

· When a customer tells you who they are, how you respond defines the relationship.

· Most lost opportunities never show up in reports because no one knows they were lost.

· Human-to-human moments are rare. Treat them like they matter.

Why Work with Me (Phil Whitebloom)

This is exactly the kind of situation where companies lose opportunities without ever knowing it.

I work with business owners, executives, and sales leaders to coach their people, whether they are internal employees or outside contractors, on how to handle real conversations. Not just scripts. Not just talk tracks. Real human interactions.

That includes:

· Coaching teams to recognize opportunity when it shows up unexpectedly.

· Helping people respond confidently when a prospect says, “I’m already a customer,” or raises an objection.

· Teaching how to pivot naturally without sounding rehearsed or robotic.

· Making sure human-to-human moments don’t get wasted.

I don’t believe salespeople fail because they’re bad at their jobs. They fail because no one taught them how to respond when the conversation doesn’t go exactly as planned.

That’s what I fix.

Let’s Talk About Your Sales Opportunities

Ready to find the opportunities sitting inside your business right now?

Book a session with me using these platforms:

📩phil@beentherecs.com

🌐www.beentherecs.com

📱Or scan this QR Code:

Have a topic you want me to cover next?

Email me at phil@beentherecs.com. I read every note.

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

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.”

Anew Metabolic Health says, “Working with Phil has been life changing. After just one free discovery call, he helped me rebuild my entire presentation, and as a result, I converted each attendee into a paid consultation client. I now sell confidently without scripts or pressure, simply by providing genuine value. If you want someone who can transform your confidence and your sales process in an hour, Phil is it. Highly recommended.”

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.