By Phil Whitebloom, Founder of BeenThere Consulting Services
Today we’re focusing on a single, critical point when it comes to selling to C-suite executives—CEOs, CFOs, CMOs, CROs, and a few others.
Salespeople need to understand the responsibilities these leaders carry and what motivates them. It is critical to clarify—right up front—the objective of the meeting and exactly what the executive wants, needs, and expects to hear.
Selling at this level isn’t about presenting more. It’s about asking high-impact questions, bringing clarity to complex decisions, and communicating with focus and brevity.
You also have to read the executive. Are they direct and decisive? Thoughtful and methodical? Or cautious and slow to act?
In the following example, that clarity never happened—and it cost the company the deal.
I was a young but already successful salesperson at NCR, a Fortune 500 company known for its dominance in banking and retail systems. One day, sitting in my cubicle just outside the conference room, I witnessed one of the most valuable sales lessons of my early career.
A bank president had arrived for a meeting with the banking systems team. He was preparing to replace all the ATMs in his branches. His technical team had already vetted and approved the solution. He came for a business conversation—about investment, rollout, and ROI.
Fifteen minutes into the meeting, the door burst open. The bank president stormed out, furious. “You’ve wasted my time!” he shouted.
I kept my head down, stunned.
I learned later that the banking systems team had launched into a technical walkthrough—how the ATMs worked, system integration, backend operations. The president wasn’t interested. He cut them off. He didn’t need to know how the machines worked. That had already been decided.
He needed to talk business.
They lost the deal.
And I walked away with a lesson that’s stuck with me ever since:
If you don’t speak to what matters most to your buyer, you won’t get the chance to finish
your message—because they’ll walk out before you do.
Too many companies learn this lesson the hard way—by losing deals that could’ve been won.Selling to the C-suite isn’t about volume, personality, or “pitch.” It’s about precision. If your
team doesn’t know how to navigate these high-stakes conversations, it’s only a matter of time before a major opportunity slips through your fingers.
That’s where I come in.
I work with sales teams and business leaders to master the art of executive-level selling. I’ll teach your team how to ask better questions, deliver value in every conversation, and walk into
the next C-suite meeting with confidence and control.
Don’t wait to lose a deal to realize your team wasn’t ready. Let’s fix it before that happens. Contact me at info@BeenThereCS.com, visit BeenThereCS.com, and let’s start winning
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.