Imagine this: You’re selling rockets to NASA. Would you call their Office of Strategic Communications and try to sell to an Administrative Support Specialist? Of course not. That’s absurd. Yet, scenarios like this happen in sales every single day, wasting valuable time and energy.
Let’s explore a real-world example (names and details changed to protect identities).
Quimby’s Big Sales Blunder
Jenny works as an administrator in a busy public school front office. Her day is packed with managing students, assisting teachers, and addressing parents. Enter Quimby—a new industrial cleaning supplies salesperson—eager to make his mark.
Quimby knows schools are great prospects for his products. But here’s the problem: Quimby calls Jenny and immediately starts his sales pitch, telling her all the reasons she should buy his cleaning products.
Jenny politely interrupts, explaining that purchasing decisions are made at the school system’s headquarters, and she doesn’t know who handles those decisions. Quimby doesn’t listen. Instead, he keeps pushing. Jenny repeats herself, calmly emphasizing she is not the right person. Frustrated, Quimby starts to lose his composure.
Finally, Jenny says, “I’m going to hang up now,” and does just that.
Where Did Quimby Go Wrong?
Quimby made several rookie mistakes. But today, we’ll focus on just one critical issue: selling to the wrong person.
Here’s the harsh truth: No amount of persuasion, persistence, or pitching will work if you’re not speaking with the right decision-maker. Let’s break down what Quimby should have done differently.
4 Steps to Avoid Selling to the Wrong Person
- Do Your Homework
Before making a call, research who the decision-maker is.- Use your favorite AI-powered search engine to gather insights.
- Check the school’s website for directories or purchasing policies.
- Look for recent RFPs (Requests for Proposals) that might mention key contacts.
- Leverage Internal Data
Does your company have records of previous interactions with this organization?- Check your CRM or sales database for leads, past deals, or notes.
- Follow up with colleagues who may have worked with this account.
- Analyze Similar Successes
Investigate how your company has sold to similar organizations in the past.- What roles were involved in purchasing decisions?
- Are there patterns or best practices you can replicate?
- Plan a Strategic Outreach
Create a multi-channel approach to connect with the right person.- Start with an email introducing yourself and your value proposition.
- Follow up with a phone call to confirm their interest or direct you to the correct contact.
- Be prepared with a follow-up plan that adds value without being pushy.
The Takeaway
Selling is about working smarter, not harder. Speaking to the wrong person wastes everyone’s time and damages your credibility. Instead, focus on preparation, research, and a strategic approach to ensure you’re targeting the decision-makers who have the authority to say “yes.”
Remember: Sales success isn’t just about persistence—it’s about precision. So, the next time you pick up the phone, ask yourself, “Am I calling the right person?” If you don’t know, take a step back and find out. Your sales pipeline (and sanity) will thank you.
“Want Your Sales Team to Close More Deals Without Losing Prospects?”
Hey, this is Phil. Let me ask you something: Is your sales team wasting time pitching to the wrong people, frustrating prospects, and losing deals? If so, it’s time for a smarter approach.
Take a page from Quimby’s story (don’t worry, we’ve all been there). Instead of talking over busy gatekeepers or pushing a pitch that doesn’t stick, my workshops teach your team how to identify decision-makers, actively listen, and uncover what prospects actually need. These techniques help your team build trust and close deals with confidence—without overwhelming or frustrating potential customers.
The result? Stronger relationships, higher engagement, and better conversion rates.
Whether in-person or virtual, my workshops are tailored to address your team’s specific challenges—like avoiding the wrong prospects and focusing on the right ones. Let’s work together to transform your sales process, so your team can stop losing opportunities and start building loyalty.
Ready to make the shift? Email me directly at Phil@BeenThereCS.com, and let’s get started!
At BeenThere Consulting Services, we specialize in transforming sales strategies to unlock the full potential of your team. By focusing on both retaining your existing customers and attracting new ones, we help you build a sustainable sales pipeline. Because when your sales team listens and delivers value, your business thrives.
Don’t wait—contact us today and take the first step toward sales success!
Ready to take your sales to the next level? Let’s get started.
Request your free discovery meeting today—normally a $500 value—completely free until December 31, 2024. Just send an email to info@BeenThereCS.com with “Free Discovery Meeting” in the subject line to claim this limited-time offer.
ABOUT PHIL WHITEBLOOM 
With over 40 years of experience in sales leadership, Phil Whitebloom has led teams to generate billions in revenue, partnering with organizations ranging from Fortune 500 companies to government agencies, educational institutions, and more. His expertise in building diverse, high-performing teams has not only delivered exceptional results but also earned him recognition and numerous accolades in the industry.
Send Phil an email Phil@BeenThereCS.com and let him know what sales topics you would like him to write about. How can he help you?
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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.
Achievant Business Coaching, Your GPS to Success
Are you ready to accelerate your path to success? Brianna Hendley, founder and CEO of Achievant Business Coaching, has developed a transformative program designed to guide you toward your business goals with precision and clarity. Brianna’s proven strategies and insights provide the exact roadmap you need to take your success to the next level.
If you’re ready to unlock your full potential, click below to learn more about how Achievant can drive your business forward: Learn More.
You Must Write a Book
Many of you have shared that you’re thinking about writing a book, or you’re already in the process. My question to you is, “What do you want your book to achieve? How will you measure its success?” These are crucial questions, and if you’re serious about your book’s impact, you need guidance from someone who has mastered the process.
That expert is Honorée Corder—a highly accomplished author, entrepreneur, and coach. Honorée’s insights have been invaluable in my own journey, and I can confidently say, I wouldn’t have succeeded without her books and courses. They provide the foundation you need to write and launch a successful book.
Ready to get started? The first step is purchasing her series of books, and when you’re ready, dive into her courses. I did, and it made all the difference. Here are the links to get you started.
BeenThere Consulting Services, LLC
At BeenThere Consulting Services, we believe that coaching is much more than training—it’s about creating real-time solutions for your business. We work directly with your specific sales challenges, addressing what impacts your business right now, while developing the strategies and skills that will fuel your success in the future. Our promise: after each session, you’ll walk away with actionable takeaways that will increase your sales and enhance your business overall.
We understand that no one-size-fits-all program works for every business, which is why we offer a variety of coaching options tailored to meet your unique needs:
- One-to-One Coaching: Custom programs designed specifically for your business’s goals and sales challenges.
- BeenThere Sales Coaching Hour: Group coaching sessions focused on specific topics and skills development, providing dynamic peer learning.
- BeenThere/SoldThat Mastermind SB: An exclusive, high-end group coaching program for small business owners, where members collaborate to solve their own and each other’s challenges.
How to contact us
Curious about which program is right for you or someone you know? Contact us here to learn more and discover the perfect fit for your sales growth journey.
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