Selling Is About Questions, Not Pitches with Phil Whitebloom S5 E22 скачать в хорошем качестве

Selling Is About Questions, Not Pitches with Phil Whitebloom S5 E22

In this episode of Unlocked, Madelyn Blair reframes selling as a leadership skill—less about performance and persuasion, more about curiosity, preparation, and conversation. Phil Whitebloom explains why sales calls fail most often because the salesperson talks too much and listens too little—and how “high-impact questions” change everything. Together they walk through practical ways to handle objections without defensiveness, including how to clarify what an objection actually means before responding. Phil also leads a live, on-the-spot objection-handling exercise that shows how to move from resistance to clarity in real time. In this episode you will: Learn the real difference between marketing (awareness + leads) and sales (closing), and why misalignment can cost you business. Use high-impact questions to uncover the “why behind the why”—and stop selling features when clients are buying outcomes. Handle objections (including “it costs too much”) with a repeatable process: acknowledge, ask for more information, clarify, respond, and test. Build the right sales mindset—getting out of your head and into theirs—so your calls feel like trust-building conversations, not scripts. Guest introduction: Phil Whitebloom is an internationally respected, award-winning sales professional and sales coach, and the founder of Been There Consulting Services. With 40+ years in sales leadership and more than $1.5B in products and services sold, Phil has led high-performing sales organizations, including senior leadership roles at Sony, where he built and coached elite sales teams that consistently delivered results. He is the author of Handling Objections and the newly released The Sales Fixer, and he is also a co-founder of ASPIE, a nonprofit helping adults with disabilities become independent earners. Timestamps: 0:00 Foundation 4:28 Sales Vs. Marketing 6:00 Obstacles to Sales Success 7:26 About Fear and Questions 10:11 High Impact Gs 13:00 Stepping Back to Real Needs 14:16 Preparing of the Call 15:36 Examples 20:20 The Solution 21:36 Success Can Put You Out of Business 24:23 Preparation for the Unexpected 25:50 AI Can Help With Care 28:43 Closing the Sale 31:38 Leverage Strengths and Speak the Language 34:30 Relationships Win Trust 36:34 Objections and Understanding 39:22 Costs Too Much? 44:24 Mindset 47:33 Handing Objection 48:28 Trial Class 53:26 Closing