I’m Phil Whitebloom, founder of BeenThere Consulting Services. With over 40 years in sales leadership, I’ve helped businesses navigate challenges and turn them into opportunities. Just like ice can be dangerous or a tool for success—depending on how you handle it, sales can either be a struggle or a competitive advantage. If you’re tired of deals slipping away and want a proven strategy to gain traction, Regain Control of Your Sales—Schedule a Call today.
The Slippery Dangers of ICE & Sales
Ice is unpredictable. It can cause accidents and sudden losses of control—just like unexpected obstacles in sales.
- Thin Ice vs. Weak Sales Pipeline – Relying on too few deals is like skating on thin ice—one misstep can lead to collapse.
- Black Ice vs. Hidden Objections – Just as black ice causes sudden loss of control; hidden objections can derail deals at the last minute.
- Melting Ice vs. Lost Urgency – Ice melts, and so does urgency. If a prospect isn’t consistently engaged, a hot deal can slip away.
Frank Walks into an Ice Storm
Frank had been successfully running a sales division when his boss told him his team would be absorbing major accounts. Soon after, a territorial salesperson invited him to meet Judy, a VP of Technology at one of these newly assigned accounts.
The moment they entered her office; Judy made her frustration clear.
“We invested heavily in your latest technology, and it has never worked properly. Worse, it’s causing system failures that cost us thousands every time. If this isn’t fixed fast, we’ll either force you to rip everything out and reinstall the old system or throw you out altogether.”
Frank sat in stunned silence. He had unknowingly stepped onto thin ice, sloping toward a steep drop.
How Frank Stopped the Slide
For a full minute, Frank considered his response. He didn’t rush to defend his company or shift blame. Instead, he focused on the issue. Finally, he asked, “What do you see as an acceptable path to resolution?”
Judy, still firm but more composed, took a breath before responding. She laid out exactly what needed to happen to regain her confidence in the solution. Frank didn’t just listen—he took pages of notes. He captured every detail, showing Judy that he took her concerns seriously.
By staying calm, asking the right question, and focusing on solutions, Frank shifted the conversation from blame to resolution. Judy no longer saw him as an adversary, she saw a partner committed to fixing the problem.
Turning ICE into an Advantage
Ice isn’t always a hazard, it’s also the foundation of hockey, figure skating, and ice sculpting. Success comes down to mastering the conditions.
- Hockey Ice vs. Competitive Sales – The best players use the ice to their advantage, adapting under pressure. Great sales professionals do the same.
- Ice Sculpting vs. Sales Artistry – A sculptor shapes ice into something valuable. A great salesperson takes a hesitant prospect and turns the conversation into a win.
- Glaciers vs. Long-Term Sales Strategy – Glaciers move slowly but reshape landscapes. A well-executed sales strategy, built on trust, creates lasting success.
The Power of Ice in Sales—And How You Can Use It to Win
Frank had unknowingly stepped onto thin ice, but instead of panicking, he adjusted his footing. He slowed down, listened, and took control of the situation.
Sales professionals face icy moments all the time—tough customers, unexpected objections, and deals on the verge of collapse. The question is, will you slip and fall, or will you learn to skate?
Ice, like a crisis in sales, can be unpredictable and dangerous. Left untreated, it can cause serious harm—or worse, complete disaster. But with the right approach, ice can be managed and mastered. In sales, the same principle applies: Stay calm, ask the right questions, and focus on solutions instead of panic. The slip hazard can be reduced—or eliminated altogether.
Why Work with BeenThere Consulting Services?
“Sales” is full of uncertainty, just like ice. One misstep, and deals slip away. But what if you could turn those unpredictable moments into opportunities? That’s where I come in.
I don’t offer generic sales advice or one-size-fits-all training. I help business owners and sales leaders:
- Navigate high-stakes sales conversations with confidence.
- Develop strategies that prevent deals from slipping away at the last minute.
- Turn difficult customer relationships into long-term partnerships.
This isn’t theory. Its proven expertise built over 40+ years in sales leadership—helping companies close more deals, overcome objections, and create a sales process that wins, even in the toughest conditions.
Are You Tired of Slipping on Lost Sales?
If you’ve read this far, you already know something needs to change.
You have two choices:
- Keep navigating sales the same way, reacting to problems instead of preventing them.
- Learn to master the sales process, so you control the game instead of the ice controlling you.
I make it easy to take the next step. Let’s have a 30-minute conversation where I show you exactly how to turn slipping deals into winning opportunities. No fluff, no wasted time—just real solutions that drive results.
Regain Control of Your Sales—Schedule a Call
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.
PURCHASE YOUR COPY BY CLICKING HERE!
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 BeenThereSoldThat.com and see what programs are available.