Being specific has never been more important.

By Phil Whitebloom, Founder of BeenThere Consulting Service

Average read time: under 4 minutes

I do not have to tell you how challenging it has become to do business, and for some, to stay in business. We are all feeling it. Recent reporting continues to point to pressure on food costs, everyday expenses, and fuel prices. In the U.S., food-at-home prices have risen over the past year, and fuel prices have spiked in response to global disruptions. You see it in your numbers, your pricing, and your customer conversations.

At the same time, businesses are being hit from every direction. Government changes are reducing or eliminating contracts. Companies are cutting back, laying people off, or shutting down. AI is accelerating shifts in roles and how work gets done. The pressure is not isolated, it is everywhere.

And here is what matters most. This is not happening around you. It is happening to your customers, which means it is happening to you. When their revenue tightens, your pipeline tightens.

So let me ask you, how are you doing, really?

If Your Customer Is Feeling It, So Are You

Consumers are feeling it at the grocery store, at the gas pump, and in the decisions they are making about what to spend and what to hold back on. Discretionary spending is being questioned. Priorities are being reshuffled.

If your business sells directly to consumers, this matters just as much.

Your product or service must create value they can feel. It might save them money, help them use their time more efficiently, or provide a level of confidence or enjoyment they believe is worth the investment.

And just like in business-to-business selling, general value is not enough.

It must be specific. It must be relevant. And it must clearly answer the question they are already asking:

“Why should I spend money on this right now?”

Best practices are not just for times of crisis.

They are what create top performers.

Clear Gets Ignored. Specific Gets Meetings.

Let me bring back our friends Frank and Judy.

They are both at a networking event with the same goal, to meet people who could become customers or introduce them to the right ones.

Frank gets asked what he does and says, “I help businesses and individuals save money by making sure they’re getting the best price possible.”

People nod, smile, and move on.

Judy gets asked the same question, and her answer sounds very different.

“I’ve been working with two companies that were struggling to pay their bills, buy supplies, and keep their best employees. After identifying exactly what was causing the problem, one is now cash flow positive and moving forward. The other has stopped the bleeding, and we’re working toward profitability.”

Now the response changes.

“How did you do that?”

Judy is no longer chasing conversations; she is being pulled into them. Meetings get scheduled. Real opportunities open.

So, what was the difference?

Frank was clear.

Judy was specific.

And right now, that difference is everything.

This Is What It Looks Like in the Real World

I recently worked with an individual who, through no fault of her own, lost her entire business. Today, she is moving forward and launching her next one with confidence and direction.

I am also working with a company that is losing long-time customers as those customers are cutting expenses. By helping them clearly demonstrate the value they bring, they now know how to position themselves and gain agreement that they are essential, not optional.

And there are others. Different businesses, different challenges, all being impacted by factors outside their control.

The common thread?

When they learn how to position their value, ask the right questions, and present based on what truly matters, they put themselves in a position to move forward, not fall behind.

Are You Set Up to Win, Or Just Hoping Things Improve?

How are these factors impacting your business right now?

How are they impacting your customers and your prospects?

And do you have the right people in place who can help you overcome your current sales-related challenges?

Because in this environment, being good is not enough.

Being clear is not enough.

You have to be specific.

I’ve Helped Companies Win Through Every Type of Disruption

I have successfully navigated sales organizations through some of the most challenging environment’s businesses have faced.

From the dot-com crash and the financial crisis of 2008 and 2009, to 9/11, COVID-19, supply-chain disruption, and now the uncertainty created by AI, shifting markets, and global instability.

Different situations. Same reality.

Uncertainty. Slowing pipelines. Increased pressure to perform.

And in every one of these environments, the businesses that adjusted how they sold, how they communicated value, and how they engaged their prospects were the ones that moved forward while others struggled.

That is the work I do.

Let’s Talk About What This Means for You

What part of this resonated with you?

And how would you like me to help you?

Let’s connect.

Schedule a meeting with me or reach out directly to start the conversation.

Contact Information:

Phil Whitebloom

🏢Founder, BeenThere Consulting Services

📩 phil@beentherecs.com

🌐 https://beentherecs.com

📅 Schedule a conversation: https://forms.gle/346ZXKYfYqdbzqu19

📞 240-305-7149

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If You Want to Go Deeper, Start Here

Valuable links:

📖 Click here to learn more about Handling Objections: Close More Sales, or scan the QR code below:

📖 Request Your Complimentary eBook Copy of The Sales Fixer here, or scan the QR codes below:

Unlock the Secrets to Closing More Sales with “Handling Objections: Clues for Closing the Sale” by Phil Whitebloom

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.

Have a topic you want me to cover next?

Email me at phil@beentherecs.com. I read every note.