By Phil Whitebloom, Founder of BeenThere Consulting Services
You won’t believe how many sales are lost simply because someone didn’t follow up. I’ve seen it happen in businesses of all sizes—and I’ve lived it myself. With over four decades of sales leadership and more than $1.5 billion in career sales, I’ve built, led, and coached sales teams to close the gap between interest and action. What follows is a story I’ve seen play out time and time again—with different names and different companies—but always with the same painful result: missed revenue that should have been won.
If you’re ready to stop losing easy sales and start building a follow-up process that drives real results, let’s connect.
Email me directly at Phil@BeenThereCS.com
Or visit www.BeenThereCS.com to see how I help businesses like yours grow sales with speed, clarity, and consistency.
Frank and Judy Are Back… And So Is the Silence
Our favorite fictitious duo is back—Frank and Judy, regulars in this blog and in my book, Handling Objections – Clues For Closing The Sale. Today, they’re playing roles we all know too well: a would-be buyer and a salesperson.
This scenario is based on real-life situations:
Judy: “Hi Frank, I’m so happy to see you. I’m in the market for two specific things—one for my business operations, and another to send to prospects.”
Judy clearly explains her needs in detail.
Frank: “Judy, that sounds great. I’ll email you the information.”
Judy: “You didn’t write anything down. Will you remember?”
Frank: “Absolutely!”
Two weeks pass. Judy hears nothing from Frank.
Frustrated, she shares the same request with another person from her network. He does respond.
But he also didn’t take notes—and ends up sending her the wrong information.
Judy replies, thanking him, and asks him to resend the correct info.
As of this writing, she’s still waiting.
Now let’s flip the script. Judy and Frank switch roles:
Frank: “Hi Judy, I’m interested in hiring you. Please visit my website to see what I’ve been doing in this space. It’ll prepare you for our next meeting.”
Judy: “That sounds great! I’ll check it out and get back to you to schedule a time.”
Frank: “Perfect!”
She never follows up.
Too much of a coincidence that this only happens to Frank and Judy? Not a chance.
This is happening to your business right now.
Business Owners & Sales Leaders—Listen Up:
How close are you to the opportunities being presented to your sales team?
This should scare you.
These are simple sales. Often large ones. Even better—repeat customers in the making.
And they’re slipping away… not because you weren’t a fit, but because your people never followed up.
Don’t assume follow-up is happening. Inspect it. Expect it. And make it non-negotiable.
Salespeople:
Are you the rep in this story? If so—it’s time to turn the page.
Take notes. Send the information. Follow up. Then follow up again.
Your job is to sell. And it’s hard enough to find brand-new opportunities. Why would you neglect the ones handed to you?
I can tell you this firsthand: I’m constantly in need of products and services. I’m a prospect. I’m your potential customer.
When I say, “I need what you offer. Please send me the details so I can decide and buy,”—you’d think that would spark a sense of urgency.
Here’s what I get in return: “ ”
Nope, that’s not a typo. That’s the actual response.
Silence.
And it’s happened enough that I know—I’m not the only one.
Business Owners and Sales Managers—Start Asking These Three Questions Every Day:
1. What opportunities did you uncover today?
2. What’s the next step?
3. When are you following up?
If you’re using a CRM, check that the follow-ups are actually logged and have clear deadlines.
If you’re not using a CRM, get commitments into a calendar—yours, theirs, someone’s.
You must protect the business. That starts with knowing what’s really happening in your sales
pipeline.
The Cost of Silence: How Many Sales Are You Losing?
Studies show that 50% of sales go to the first vendor who responds.
That means if your team ghosts the prospect—even for a couple of days—you’re handing the sale to your competitor.
Think about it: a prospect who’s ready to buy is just waiting on you to send the details… and when you don’t, they move on.
Every missed follow-up isn’t just a lost opportunity—it’s a gift-wrapped win for someone else.
Stop losing sales to silence.
Start closing what’s already in front of you.
Stop Hoping. Start Closing.
If your sales team is dropping the ball—even once—you’re bleeding revenue.
The truth is, most sales leaders think their people are following up. They assume opportunities are being handled. They believe deals are moving forward.
Until they realize—they’re not.
That silence? It’s costing you sales you should already have in the bank.
I’ve led teams, coached companies, and closed more than $1.5 billion in sales over the last four decades. I don’t do fluff. I do what works—so your team stops losing easy wins and starts owning the sales process.
If you’re serious about growth, and you’re done watching deals disappear without a trace, we should talk.
Email me at Phil@BeenThereCS.com
Or visit www.BeenThereCS.com to see how I help businesses like yours tighten follow-up, increase accountability, and grow sales—fast.
You don’t need another CRM.
You need a sales operation that executes.
Let’s build it.
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.