By Phil Whitebloom, Founder of BeenThere Consulting Services
Don’t read past the point of close.
If you’re ready for a consultation, stop scrolling and reach out:
Email Phil at Phil@BeenThereCS.com Or visit www.BeenThereCS.com to see how he helps you win more sales—faster and with a higher close ratio.
True story:
I was out making sales calls when a prospect I’d been working with called my office to place an order.
This wasn’t a maybe.
He had already seen the high-end system in action—my second most expensive product—and was ready to buy.
I wasn’t there, so my sales manager took the call.
And instead of simply taking the order… he kept talking.
He asked so many unnecessary questions, he created doubt and confusion.
The result?
He turned my customer into a former prospect.
The sale was lost.
Permanently.
Decades later, I still remember that moment—because it’s the clearest and most aggravating example I’ve ever seen of someone turning a sale into a lead.
Before we wrap up, one more example. Let’s check in with our favorite fictitious characters, Frank and Judy—because this classic scenario captures the exact moment so many sales are lost… needlessly.
Judy: Frank, I believe I’ve addressed all your needs and showed you how the ACME Wonder accomplishes everything you asked for. What do you think?
Frank: Judy, I’m excited. This is great! How much does it cost? I’m ready to move forward.
Judy: This is fantastic! I’m so happy. In fact, did you know—not only does it do everything you asked for, but it also comes with five additional capabilities, totally included. And here they are. How awesome is that! All for just $11,249.
Frank: Whoa, stop right there. I have no use for those other five features. They’re of no benefit to me. Can I get it without them—and get a lower price?
Judy (not quite realizing what she had just done): No, it’s an all-in-one bundle. I don’t have a way to break it apart.
Frank: Judy, you did a great job—right up until the end. Now I’m going to have to think about it. I’m as disappointed as you’ll be watching me walk out of here.
Judy had the sale in hand. There was absolutely no reason to bring up the additional capabilities.
Frank was emotionally bought in and ready to sign.
All she had to do was take the order.
It wasn’t the price that stopped him—though it may have been more than he expected. It was the frustration of paying for features he didn’t want, need, or value.
Judy didn’t just lose the sale—she turned a customer into a lead.
Takeaways from Both Stories:
1. When the buyer is ready, stop selling.
Talking past the close introduces doubt and hesitation.
2. Don’t confuse confidence with over-explaining.
Too much info can overwhelm or create objections where none existed.
3. Stick to what the buyer values.
Introducing features they didn’t ask for and don’t need can make them question the whole deal.
4. Silence is a closing tool.
Sometimes, saying nothing seals the sale.
5. Talking past the close turns sales into leads.
Both stories prove how easily momentum can shift when the salesperson won’t stop talking.
Conclusion
I’m always interested in hearing your stories. Feel free to email them to me at Phil@BeenThereCS.com.
I won’t talk past the point of close—so here it is:
If you’re ready to close more effectively and win more sales, I want to help you. Email me at
Phil@BeenThereCS.com and just say, “Hey Phil, I’m ready.”
Need a bit more info first?
Visit https://BeenThereCS.com to see how I help businesses like yours turn potential into performance.
Let’s close the gap between where your sales are… and where they should be.
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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
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