By Phil Whitebloom, Founder of BeenThere Consulting Services
Sometimes, the biggest barrier to closing the sale isn’t price, timing, or even competition—it’s a lack of understanding. The difference between hearing “no” and earning a yes often comes down to what you truly know about your prospect.
And to show you what that battle looks like in real time…
Let’s step into the ring.
Ladies and gentlemen… welcome to the main event!
In the near corner, wearing the red trunks, feared by rookies and veterans alike… the dream-crusher, the deal-killer, the master of rejection—known in every profession by one chilling name… give it up for “NO!”
And in the far corner… the reigning, defending, undisputed champion of high-performance sales… the mind-opener, the objection-breaker, the one who turns prospects into customers…wearing green trunks and armed with insight… make some noise for “KNOW!”
Let’s pick up this battle already in progress…
No has been dominating the early rounds—jabbing with product features, swinging with testimonials, and relentlessly talking at the prospect since the opening bell. The prospect looks dazed. Fatigued. On the ropes. You can almost feel the close coming.
Wait—here it is! The so-called knockout punch…
“Can we move forward?”
The crowd leans in. Silence. Suspense. The prospect’s mouth opens…
“NO!”
The arena gasps. The deal collapses. What just happened?
Everyone thought No had it in the bag. But now… confusion reigns. The sales rep is stunned. The coaches are shaking their heads. The crowd wants answers.
Enter: Know.
Once again, we pick up the battle already in progress…
This time, it’s Know controlling the pace right from the opening bell.
There’s no rush. Just a calm, steady rhythm—questions asked with purpose. The prospect has been talking since the start. Engaged. Open. Every answer leads to another question—deeper, more focused, cutting closer to the truth.
The crowd? Growing restless. Fidgeting. Murmurs ripple through the stands.
“Where’s the pitch?” someone yells. “Are we ever going to hear the offer?”
But Know doesn’t react. No panic. No pressure. Just pure presence.
The prospect isn’t just answering anymore—the prospect is thinking, processing, even leaning in. And—wait a second—did we just see a head nod? Could that be… agreement?
Now, it’s Know’s moment.
Instead of the long-winded, bullet-point-filled barrage we saw earlier, this presentation is laser- focused—tailored to what was uncovered during the conversation. No fluff. No filler.
Just a clear, compelling story.
First: the prospect’s current situation—challenges, inefficiencies, frustrations. The crowd falls quiet again. Then, a shift…
Know paints the future.
A transformed landscape. Solutions in place. Momentum restored. A new chapter just a few months down the road—and this time, the prospect is at the center of the success story.
Everyone is holding their breath.
Waiting for the close…
And then, it happens.
The prospect leans forward and says—
“When can we start?”
The silence is electric.
Then, the crowd erupts!
People leap to their feet.
They storm the ring—not to lift No, who’s now slumped in the corner—but to hoist Know and the newly-minted Customer up high.
Victory.
Not by pressure.
Not by pushing.
By KNOWING.
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Conclusion:
This can be your sales story.
When you, as a salesperson, focus entirely on the needs of the people you’re meeting with…
When you stay continuously curious…
When you share only what matters—what truly solves the problem in front of them…
You may not even have to ask for the sale.
They’ll ask you: “How do we begin?”
If you want that to become your reality, let’s talk.
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If your team is hearing too many no’s…
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If your sales process feels stale or stuck…
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If you know there's more potential on the table…
Then now is the time to take action.
Visit www.BeenThereCS.com and contact me directly at info@BeenThereCS.com to schedule a complimentary strategy session.
You’ll walk away with actionable insights—and a clear plan to turn no’s into wins.
Don’t settle for maybe.
Don’t wait for someday.
Let’s create your next big sales win—starting now.
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.