How Building Common Ground Leads to Sales Success
At the conclusion of this story, you’ll see exactly how your participation in the BeenThere Sales Coaching Hour will deliver immense value to your business and help you grow your sales.
The Salesperson’s Challenge: Conflicting Decision Makers
My good friend Frank, an exceptional salesperson, recently found himself in a challenging situation. He was referred to a company facing declining sales due to competitive pressures, shifting technologies, and a shortage of skilled labor in their manufacturing operations.
The company was owned by two partners—the CEO and COO—who had conflicting ideas on how to move forward. The CEO believed in aggressively growing sales, while the COO wanted to focus on protecting their existing customer base and cutting costs.
Don’t Jump to the Solution—Create Alignment First
Frank’s company offers a new automation system that would undeniably increase their manufacturing efficiency and reduce the need for skilled labor. But, with a price tag of over $1M, Frank knew jumping straight into his solution wasn’t the right move. Instead, he needed to get the two decision-makers aligned.
Ask the Right Questions to Guide the Conversation
Frank started by asking the executives what their long-term goal for the company was, deliberately avoiding the current challenges. Then, he asked the crucial question: “Why is that your goal?” He wanted to know what they ultimately wanted to achieve for the company and themselves. Then he did the most important thing—he stopped talking and let them discuss. Over time, the partners reached an agreement on their shared goal and the deeper “why.”
Dig Deeper into Their Challenges
Next, Frank asked detailed questions about their current challenges and the solutions they had considered. He dug deep, asking why they believed certain solutions would work best and where they saw obstacles. He didn’t present his solution once during this process—he just kept listening and asking thoughtful questions.
The Power of Creating Common Ground
By guiding the conversation, Frank helped the two owners develop a shared understanding of where they stood, where they needed to be, and what their ultimate goals were. This approach allowed him to create common ground between them, setting the stage for a productive sales conversation.
Had Frank jumped in with his product right away, the chances of closing the sale would have been slim. But by helping the partners align their goals first, he earned their respect and differentiated himself from the competition, who were focused on quick fixes like cost-cutting and layoffs.
The Key to Selling with Multiple Decision Makers
The takeaway: If you’re selling to businesses or families with more than one decision-maker, your first job is to create an environment where all parties are aligned and engaged. When you do that, your solution becomes not just a product, but the obvious answer to their shared goals.
Join the BeenThere Sales Coaching Hour to Learn These Strategies
At BeenThere Consulting Services, we offer the BeenThere Sales Coaching Hour every Wednesday at Noon (Eastern Time, USA). We tackle scenarios just like this one, combining the knowledge and experiences of our members to help you grow your sales. For more information and to join the BeenThere Sales Coaching Hour, click here.
At BeenThere Consulting Services, we specialize in scaling your sales by helping you leverage your greatest asset—your existing customers. Without sales, your business doesn’t exist.
Ready to grow? Let’s get started.
Email me at Phil@BeenthereCS.com or schedule a meeting: https://calendly.com/BeenThereCS
As a professional sales coaching company, BeenThere Consulting Services is ready to assist you to grow your sales. Without sales, you have no business.
If you are ready to grow your sales, I am ready to assist you. Contact me at:
Email: Phil@BeenthereCS.com
Schedule a meeting: https://calendly.com/BeenThereCS
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?
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.
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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