I was at a networking event talking with a successful insurance agent who recently opened his own insurance agency. Let’s call him Bill. He was explaining to me the reasons he decided to stop working for others and go into business for himself.
Bill asked me what I do. I explained that I founded BeenThere Consulting Services https://BeenThereCS.com. It is a sales coaching company designed to help businesses and individuals grow their sales and achieve their goals.
Bill told me that he is hiring several insurance salespeople to be agents in his agency. Some of them will be young and inexperienced. He asked me why I think I am better than he is when it comes to coaching and training his team. It was a straightforward question. I gave him a straightforward answer. I told him, “I’m not.” He said, “What?” I said, “I’m not better than you would be at coaching your team, in your business, with all your years of experience.” He was staring at me.
I went on to ask him what his goals are for his agency, what he wants to do each day, and why? I shared a few minutes with him to point out to him, if he is going to be training and coaching his agents full-time, he will have no time to do what he wants and needs to do. This is how I will be able to benefit him. I can coach his selling agents to be successful, drive revenue for his agency, while he executes his business plans.
Bill shook my hand and said, “we are going to get along just fine.” We agreed to schedule a meeting and dive into the details.
For those of you who have gone through sales training programs, you have learned how to ask questions and listen to the answers. You have also learned methods on how to handle objections. Not every question a prospect or customer asks you is related to an objection. It is simply a question. The way you answer the question will determine how you move forward, or if you even have the opportunity to move forward.
Answering questions:
- If the question is simple and straightforward, answer it directly and honestly. (Note: Always be honest)
- If the question is challenging
- Make sure you understand the question.
- Repeat the question back to the person who asked it.
- Make sure you are answering the correct question.
- Ask a why “To ensure I understand, could you please share with me why you are asking?”
- You may want to ask a why to the why.
- Please tell me more about why that is important to you?
- At this point, answer the question.
- Ask questions to verify you answered it successfully.
- Have I answered the question to your satisfaction?
- What was it particularly you liked about my answer?
- What else can I answer for you?
- Make sure you understand the question.
Granted, not all questions require this in-depth type of process. For those challenging questions may very well impact the decision to buy from you, you can’t afford to get it wrong. Getting it right will be a win!
What are the most challenging questions you are asked? Send me an email, Phil@BeenThereCS.com. I would love to hear from you and help you to win your next sale.
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 as 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.
Send Phil an email Phil@BeenThereCS.com and let him know your thoughts on this topic and share your stories.
Beth V. Walker is another great person who cares deeply about others and works with Honorée and her team. She has written a fantastic book, Buying College Better, and it is available now.
The other side of selling is buying. One of the largest buys many people will ever make is that of going to college. It is an expense/investment that is so great, graduates enter the workforce with tremendous debt. The government had to step in to relieve the pressure on so many.
My friend and author, Beth V. Walker, has a solution. She has published a book called Buying College Better.
It is never too early to start planning for college. Start your college planning by reading this book.
Available on Amazon: Click here
The BeenThere/SoldThat Podcast
Join Brianna Hendley of Achievant Business Coaching and me as we cover sales and business-related topics designed to build your skills and increase your knowledge. Our mission is provide you with takeaways to help you achieve your goals and dreams.
Click on this link to listen or search your favorite podcast provider (Been There Sold That Podcast).
BeenThere SoldThat Podcast
Achievant Business Coaching, Your GPS to Success
Brianna Hendley, the founder and CEO of Achievant Business Coaching has a wonderful program underway. Do you want to accelerate your success? Click below to learn more.
Learn more
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”
Would you like to be a member of the “advanced reader team” for Phil Whitebloom’s new book?
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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