The skills that earn buy-in through questions, listening, and clarity

By Phil Whitebloom, Founder of BeenThere Consulting Service

A Real-World Example: Kelley Robert Ridings

If you asked Kelley Robert Ridings to describe his career, “sales” might not be the word he’d choose. He built his path as an international school leader, consultant, and author. He was not trained in business or sales. Yet every step of his career has required selling: convincing schools, students, families, colleagues, and clients to embrace new ideas, helping leaders adopt better hiring practices, and inspiring readers to pick up his books.

None of that happens without listening to people about what they want and asking the right questions. This allows people to see how his methods can help them solve major professional dilemmas. That is sales in its purest form, even when the title never says so.

When I shared this with Kelley, he said; “As a school leader, I had to convince (i.e., sell) people all the time that “this way” was the way to go, whether it was starting a new initiative, enrolling in our school, or adopting some innovation.”

If you would like to explore more of Kelley’s work, check out his author page on BookBub or connect with him on LinkedIn. His books, including Teach or Lead Abroad and The GIFT Hiring Method, highlight the same skills, clarity, connection, and earning buy-in, that every professional can learn from.

The Problem: Why Buy-In Often Breaks Down

Whether you are a leader, in any role within your business or organization, or simply navigating life, when you want people to buy in to your suggestions and recommendations, you have to sell. Yet too often, these conversations shift into arguments and disagreements because there is a lack of understanding in both directions.

“When you present a recommendation to solve a problem, start by clearly describing the problem. Then ask the person or group how they see it and how it affects them, their business, or their life. Listen closely. This earns their perspective and gives you insight into what truly matters to them.

Once they agree on the problem, you are now on the same team working to resolve it, rather than in an adversarial back and forth. With shared understanding, your recommendation lands, resonates, and wins real buy-in.”

Live Example: Earning Buy-In in an Internal Meeting

As a founder and board member of the 501(c)(3) charity ASPIE Artists, here is where we are. We started by agreeing on the purpose, why we are doing it, and why this type of event makes sense. Because we aligned up front, we are not debating details or making guesses about the event. We agreed it is worth considering and decided to move forward with focused research. We now have specific topics to investigate, and those findings will guide a clear decision to proceed or not, and what to prepare if we do.

The reason this is going well is that the presenter introduced the idea clearly, asked for everyone’s input, and listened. With a clear view of where each board member was coming from, the presenter utilized what was learned in that discussion and incorporated it into the presentation, thus bringing a focused, positive attitude as we move to the next stage. That alignment moved us straight into a focused research plan and next steps. This is the result of proper utilization of selling skills. While many people may not describe themselves as being in sales, these are exactly the skills that build collaboration and drive results.

Why These Skills Matter to You

Kelley Robert Ridings may not carry the title of salesperson, yet his career stands as proof that lasting success comes from selling what you have to offer. His ability to inspire schools, guide leaders, and connect with readers is a shining example of how selling, done through clarity, empathy, and persistence, creates positive outcomes.

The same is true for all of us. In business and in life, whenever you need buy-in, you are selling. Present a clear problem, ask high impact questions, listen for what truly matters, and handle objections constructively. These skills turn conversations into collaboration and move ideas into action.

Earn Buy-In, Grow Sales

Every business depends on buy-in. Whether it is from prospects, customers, or internal teams, the ability to earn agreement and move forward together is what creates growth. The problem is, most people were never taught how to do this. That is where I come in.

I have spent over 40 years selling and leading sales organizations, producing more than $1.5 billion in results. Today, I coach businesses and their teams to master the skills that create collaboration, buy-in, and ultimately more sales. My book, Handling Objections – Clues for Closing the Sale, is already helping sales professionals sharpen their skills, and my new course, Handling Objections: The Course, is coming soon, watch for more details. These resources are designed to make the skills of listening, questioning, and objection handling second nature for your team.

From one on one coaching to group programs, masterminds, workshops, and keynote speaking, I give companies the tools they need to turn conversations into revenue. If you want your team to get immediate traction and long term results, let us talk.

Use the QR code below to connect with me directly or email me at phil@beentherecs.com.

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.”

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.