Sales Myth Busting
Lunch meetings turn into coaching sessions –
Phil Whitebloom is a sales coach with BeenThere Consulting Services in the Baltimore-Washington corridor. He was recently having a meeting with a financial investor. Let’s name him Charlie. They were discussing the experiences and challenges Charlie is having in finding new prospects and getting them to meet with him. He feels that once he has the first meeting with the prospects, he is pretty good going through the remainder of the selling process. Charlie said to Phil, “When somebody wants to meet with me, even though I have available time, I set the meeting a couple of weeks out because it makes me appear that I am very busy.” Phil explained that this is a myth, and not good practice. More on this in a moment. To learn more about how BeenThere Consulting Services can help your business achieve greater sales results, contact us at https://info@BeenThereCS.com or visit our website, https://BeenThereCS.com.
Myths in selling –
When it comes to selling and salespeople there are many myths. Here is a list of ten of them:
- Salespeople are born, not made.
- Sales is all about persuasion and manipulation.
- Sales is an individual endeavor.
- Salespeople must be extroverts.
- Sales is solely about closing deals.
- Salespeople must always be aggressive.
- Sales is a high-risk profession.
- Salespeople must always be available.
- Success in sales depends solely on product knowledge.
- Sales is a one-time transaction.
We are not going to go into detail on them. Individually they are all potential topics for future blogs. If you are reading this blog, you probably have your own experiences and stories relative to the reality of each. As a sales coach in the Baltimore-Washington corridor, Phil would love to hear from you and what advice you have for others. Send him an email at Phil@BeenThereCS.com.
Integrity –
Regardless of your profession, Phil will tell you that integrity is absolutely the most important attribute. It is 100% within your control. Let’s go back to Charlie stating that he needs to push an appointment out two weeks, so he appears to be very busy. First, this is an integrity violation because it is not true. To be successful in selling, you must always be focused on your prospects, customers, and clients. Not on yourself. Being concerned about your own appearance to the detriment of your customers is not going to help. There are plenty of busy people that can find time to meet in the near term. Especially in selling where meeting and cultivating prospective customers and opportunities are the most important activities in all businesses.
Phil told Charlie that he runs the risk of losing the prospect altogether. If the prospect is interested in meeting with him, he is interested now. Everyday Charlie delays in talking with the prospect, he runs the risk that the prospect could be meeting with competitors and may even decide to place an order before he meets with the prospect. Charlie needs to let his prospect know how appreciative he is for the opportunity to meet and to get it set up. Phil talks about these topics during the BeenThere Sales Coaching Hour which takes place every Wednesday at Noon Eastern Time. Learn more at https://beentherecs.com/sales-coaching-signup/.
Myth Busted –
Charlie now understands that focusing on the objective and not appearances is the priority. It is the best way to be successful. He is practicing it everyday in his selling efforts.
It is not about speed, it is about understanding that when someone reaches out to you for information, there is a level of urgency associated with that request. Until you talk with that person, you don’t have a clue as to what is the level of urgency and the details associated with it. There are many ways to meet. Including in-person, video, and yes…. even telephone. BeenThere Consulting Services is a Sales Coaching company. It focuses on your specific situation today, developing solutions today, to bring you near term results, and position you for even greater growth in the future. BeenThere Consulting Services is in the Baltimore-Washington D.C. corridor and is available to work with businesses in North America and beyond.
About Phil Whitebloom
Phil has been in sales and sales leadership for over 40 years. He is a multiple award winner and has helped customers such Fortune 500 companies, U.S. and local governments, institutions of higher education, houses of worship, television/radio companies, and more. Along with his sales teams they have solved thousands of problems, and generated billions of dollars in revenue. He is also known as a strong leader, boasting diversity and employee retention. His company, BeenThere Consulting offers Mastermind group, one-on-one sales coaching, etc…Sales Coaching
Send Phil an email Phil@BeenThereCS.com let him know your thoughts on this topic and share your stories.
To learn more about BeenThere Consulting Services and how we can help you and your business go to BeenThereCS.com. To discuss specific needs or programs with me go to at Contact Us or schedule a meeting with me Calendly BeenThereCS.
The BeenThere/SoldThat Podcast
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You Must Write a Book
Many of you have told me that you are thinking about writing a book. Some of you are in the process of writing. The questions I have for you are, “What do you want your book to do? How will you measure the success of your book?” If the answers to those questions are important to you, then you must learn from an expert, highly accomplished author, entrepreneur, and coach. My friend and mentor, Honorée Corder is that person. The first step is purchasing her series of books, and when you are ready, her courses. I have done this myself. I don’t know how I could have done it without them. Here are the links:
You Must Book Business Series
Empire Builders Masterclass
Join the Advance Reader Team
“Handling Objections, Clues for Closing The Sale”
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Contact me and in the Message box https://beentherecs.com/contact-us/. Tell me that you would like to be on the Advance Reader Team. I will add you to the list. Approximately two weeks before the release date, you will get an email with a link on how to read the book. My ask is that you write a review and tell your friends and colleagues.
BeenThere Consulting Services, LLC
BeenThere Consulting Services is a sales coaching company. Coaching is more than training. We work with your specific sales needs in real-time. We address what is impacting your business now, while creating enhanced processes and developing skills for future success. Our promise is that you will have actionable take-a-ways after each meeting, which will increase your sales and benefit your business overall.
No one program fits every need. We offer a variety of options to meet the needs of those who want to improve their sales.
- One-to-one coaching: Custom programs designed to meet client’s needs.
- BeenThere Sales Coaching Hour: Group Coaching focused on specific topics and skills development.
- BeenThere/SoldThat Mastermind SB: High-end group coaching for small business owners, where members work together to solve problems for themselves and others.
How to contact us
To determine which program will work for you or someone you know, contact us at https://beentherecs.com/contact-us/.
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